We are looking for new members (aka sales people) to join our tribe who can run the sales cycle from a “demo call” stage to winning the deal.

A must for this opportunity is:

• Smart Communication Skills (to be brutally honest, we need people with exceptional email writing skills and proficient phone skills)
• Past successful experience and exposure to US prospects. (5+ years of experience desired)
• Extremely fast learning skills in an independent environment. (if you ask your manager, tell me what should I do next?, well I can assure you that this is a job not for you)

Area(s) of expertise desired:

• Sales, Business Development
• Client Engagement
• Account Manager
• Relationship Building
• B2B Sales
• Enterprise Selling
• Solution Selling
• Inside Sales
• Excellent email skills

Summary of Job Function:

1. The candidate will be responsible for selling of services dealing in niche area of Intellectual Property Research and Analytics. For us, each assignment from a client is unique in scope, topic, deliverable, and time frame. {Message – the number of projects are more vs single high dollar deal}
2. The target audience is mixture of existing old clients and newly acquired clients, who are based out of North America (USA and Canada) and maybe Europe (Germany, France, Switzerland, Sweden etc.). {Message – Proven ability to both manage existing clients but also in developing new or lapsed clients}
3. The candidate will be running sales initiatives to manage repeat work from the old clients, work diligently to help convert the first time buyers of our services into repeat clients, follow up on feedback about service that helps to create happy customers. {Message – Engaging with a client in consistent fashion is desired. No hibernation mode to be activated}
4. For initial few months, senior management at GreyB will provide support and knowledge to you in connecting with clients, helping you prospect new clients, support you with industry knowledge. {Message – Don’t fear the industry – we will make you comfortable. We don’t expect you to be from IP industry}
5. Ability to run discovery sessions (support of tech team provided) with customers while managing and leading the sales cycle to close a deal. A distinct advantage in the candidate’s profile is ability to articulate analytic solutions in terms of ROI to the customer {Message: this job requires consultative selling mindset}
6. The candidate will be interacting with top-level executives (Partners) in large-sized law firms and IP attorneys in the mid to large technology companies. Organizations targeted as clients will have hierarchy with different stakeholders, decision makers and administrative staff. The candidate needs to have experience and self-confidence to chalk out the structure and build associations with the influencers, consumers and approval authority. You will liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs {Message – Polished approach to mapping the hierarchy of organization buying our services is must}
7. The candidate should be highly skilled in interacting with the clients over phone and emails (good and super creative content on emails is one of the most valued skill at GreyB). As we work in the outsourcing industry – we expect high number of connects and interactions on Phone and Email vs in person meetings. {Message – If you feel that you have not interacted significantly with individuals from North American and European community on phone and emails, we discourage you to apply for this job}
8. The candidate will fill in daily, weekly and monthly sales sheets to create tracking of his accounts and very frequent discussions with the manager. You will be also involved in CRM software based updates to keep a tab on pulse of the client that is shared with the manager. Communicate clearly the progress of monthly/quarterly initiatives to internal and external stakeholders. Manage and track customer engagement and activity through established sales processes and systems as well as keeping customer account data current and accurate. {Message – The founders of company love numbers and trust numbers}

Net-net, we need professional sales person.

Requirements (from must haves to desired skills)

1. 5+ years of the B2B sales experience specially in the international market.
2. Discipline to work in a services selling environment with aptitude to sell value
3. Experience in selling KPO services to North American clientele is distinct advantage.
4. Ability to drive the sales cycle end to end, from RFQ to closure.
5. Excellent communication skills and ability to network within client´s organization and access decision makers.
6. Understand client business mandate and pain points through solution selling strategies.

Some questions coming to your mind maybe answered with following:

YES, the job requires to be working in the evening hours | YES, the job requires being available on e-mails for larger part of the evenings | YES, the job involves travelling | YES, the job involves lot of time on phone and emails

NO, the job doesn’t require IP background | NO, the job doesn’t require you to be engineer or with a technical background | NO, the job isn’t a soft, behind the curtains sort of thing.

A note: You don’t create impact by the industry knowledge, years of experience, academic certificates, but, how well you articulate your belief, your goals and more importantly, your failures.

Why to submit a vanilla C.V.? Make an effort to draft a message (no old format cover letter) and tell us why you are valuable to us.

Typical Day at GreyB:

1. Planning hours where you plan and prepare yourself for telephonic prospecting of the cold leads provided by the company. This will involve identifying and segmenting cold leads based on the product to sell, geography and the type of the prospect. Spend time with experienced sales persons and your manager to gather necessary information, training material etc before you start prospecting.
2. Prospecting hours where you spend time generating leads via cold calling that show interest for a presentation about our services and how exactly we solve their needs. This part involves setting up appointments with interested prospects where presentation of services via a WebEx may lead to conversion of the lead from cold to warm or paid client. Note: The prospecting time will decrease with your stay in company and you will be provided with warm prospects who have already agreed to spend time with us on the presentation.
3.  Selling time where you will organize & administrate web presentations between prospect, sales team and IP team for closure of the accounts. The IP team will be responsible for giving the demo and answering any technical questions from your prospects. You will be focused on only sales related administration here, meaning that you do not need to master yourself with the complex nature of our services. You will get full support from the technical team to handle any specific technical queries by the prospects.
4. Account management time where you will spend time in a planned manner with your accounts to identify options of closing more project based deals, cross selling etc.
5. Training and reporting time where you spend time in discussions with your manger to get yourself coached for sales initiatives you are managing.

Support from GreyB to launch you:

1. The candidate will be fed with lead set of cold contacts. You will spend little or no effort searching on web in finding out who to call. The inside sales team will support you with list of contacts and also provide support the type of services that could create “call to action”.
2. The candidate should not worry on learning the nuances of the services we sell from a technical angle. You will be provided support of qualified technical team while you engage with prospects during sales process.
3. The candidate will get training modules of what are prospective clients ask (i.e. Objections) and what is appropriate response to the objections.
4. All support about the knowledge of our services will be promptly provided.
5. The candidate will get ‘full support’ when the interested prospect needs to see a presentation to learn about our skillset. You don’t need to memorize the presentations on our solutions.

Desired Skills and Experience

Role:

1. Full time Direct Sales professionals to lead the growth of our Intellectual Property services. We are looking for sales persons to sell to medium and large corporations & law firms in the US & Europe.
2. Ability to generate ‘Revenue Numbers’ and manage pressure of monthly targets. As a sales person we expect you to pre-plan your entire effort so that numbers pressure can be managed.
3. Candidates should be comfortable with the sale and management of custom Intellectual Property research/consulting projects, targeted at senior level executives.
4. Extremely good hunting skills to make effective reach-outs to busy C-level executives and persuade them for a web meeting to showcase our world class research skills.
5. Very proficient cold caller to make impactful connects over phone.
6. Develop and maintain structured sales campaigns to achieve new business goals. Good emails skills are necessary.
7. Solid framework of performing ‘Follow up’ (email and phone calls) with leads you have worked.
8. Prospect new client opportunities through warm leads supplied by GreyB (this will be larger part of your role in 3 months).
9. Prospect new client opportunities through own-lead generation efforts and referrals.
10. Prepare necessary paperwork to process contracts and close deals.
11. 6+ years in sales and/or business development, preferably related to research, analysis and/or consulting.
12. Polished in managing clients, with a track record of successful revenue attainment.
13. Sensitive to the cultural differences between Asia and America.
14. Experience and expertise in building meaningful business relationships
15. Diligent in using CRM and maintaining neat and documented records of connects, follow ups and deal progress

Important

1. Your earnings has a factor of uncapped commissions. This means that you should make sure that revenue numbers are not compromised.
2. Our business model has been validated now i.e. the type of research we sell has very less competition as it is driven by skill and not low cost. You will find high interest of our work with clients and very low attrition of converted clients allowing you to build a strategic client portfolio.

With all the upside of uncapped commissions, we have a policy of full transparency of your sales efforts. You will need to be an ‘open’ sales person, who will keep the company management fully involved and updated with every sales campaigns.

You can mail us your resume at hr@greyb.com or get in touch on +91-0172-4416700 for any queries.