PRAKASH RAI

Concept Sales Expert

Solution Sales
Strategic Selling

Sept’09

PRAKASH RAI
RESUME
SALES & BUSINESS DEVELOPMENT

Application for the Post of

Sales/BD Manager

SC-318, Shastrinagar, Ghaziabad – 201002

+91-9717755399 | [email protected]
 PRAKASH RAI
Concept Sales Expert
Solution Sales
Strategic Selling

CAREER GOAL
My passion is Selling Concepts, Selling Ideas, Selling Solutions. My Ambition is to become most highly regarded Sales
Professional; someone who will be known as a Sales Consultant rather than a Salesman, someone who delivers solutions.
And that … I am determined to do.

SYNOPSIS
 ~7 Years Professional work Exp –Strategic Selling, Sales Planning & Team Handling, BD & Mktg, Key Acct Mgmt.
 Special expertise in Institutional Concept Sales of Complex High-Value Solutions (Govt., Academics & Corporates)
 Seasoned Presenter with 500+ PPTs & speeches at industry events, seminars, conferences & exhibitions.
 Apt at building strong relationships based on knowledge and credibility.
 INHERENTLY CREATIVE - innovate to achieve more

SALES / BD EXPERTISE
CONCEPT SELLING
 Consultative Selling approach - Persuading upon Value & Benefits rather than prices
 Probing & engaging customer to identify hot points; focus on Overcoming Objections

NEW BUSINESS DEVELOPMENT

 Creating new sales opportunities, Partnerships & alliances, Channel Expansion & Training; Penetrated new markets
 Strengthen Brand visibility through Conferences, Seminars, Exhibitions & market specific campaigns.

SALES MANAGEMENT
 Account Mapping- Prioritize critical growth opportunities; Achieve Top & Bottom-Line targets & Pipeline Management
 Control key customer strategies through prices, discount policies, credit arrangements & terms of sale.

KEY ACCOUNT MANAGEMENT

 Identify & prioritize strategic partners, identify their needs, Goals, success factors & pitch the right Solution.
 Develop relationships & strongly engage all key strategic players like CEOs, CXOs, Chairman, GM, HEADs

COMPETITIVE INTELLIGENCE
 Pro-Actively tracked competitor & market trends, new projects & investments amongst customers & prospects
 Intelligence from team inputs & Blogs, RSS feeds etc.

CHANNEL SALES
 Developed new revenue from new channel sales partners in India & other neighboring countries.
 Delivered Product Training & Sales Training to Channel Sales Team.
 Manage, Monitor & lead Channel Partners towards closures by assisting their team in the field.

OTHER STRENGTHS
TECH SAVVY
 Seasoned in conceptualizing & creating customized PPTs which engage with strong & clear message.
 Expertise in MS-Excel - Data analysis & Reports
 Expert in creating Corporate Videos, Podcasts, etc
 Learned in Maintaining & Updating website, creating blogs, Online Forums, RSS Feeds etc.

SC-318, Shastrinagar, Ghaziabad – 201002

+91-9717755399 | [email protected]
 PRAKASH RAI
Concept Sales Expert
Solution Sales
Strategic Selling

WORK EXPERIENCE

P RODUCT S ALES M ANAGER - S . A sia Elsevier – Science & Technology

Nov’08 to April’09
RESPONSIBILITIES
 Responsible for Business Development from Government & Academic and consortia market in South Asia for A&I Databases.
 Pitching & successful positioning of A&I databases to industry leaders, opinion makers & officials of leading National Consortia.
 Enhance product visibility & acceptability through various customer facing programs like Conferences, Exhibitions, Seminars, etc.
 Identify Market Potential in each Account Manager’s area & define Sales Targets.
 Review sales pipeline for A&I products along with AM’s.
ACHIEVEMENTS
 Conducted Scopus User meet within a Month of Joining, and successfully addressed key customer issues.
 Maintained a renewal rate of over 90% with successful closures of several difficult renewals.
 Secured new deals for Scopus from IIT Delhi, IPR, IIITM Gwalior, ITM, IICT & Calcutta University.
 New Deals for EngineeringVillage2 & Embase.com
 Successfully transformed the product perception with Key prospects like IGCAR, IISER, IITs, IUCAA etc.
KEY LEARNINGS
 Gained understanding of A&I products & the science of bibliometrics.
 Developed skills in positioning A&I products & their benefits
 Identifying key prospects for A&I databases and initiating dialogue with the right persons.

P RODUCT M ANAGER Gale Cengage Learning

Nov’06 to Oct’08 (Formerly Thomson Learning)
RESPONSIBILITIES
 Heading Online Products Division – Responsible for Top Line + Bottom Line.
 Channel Expansion, Training & monitor activities of their sales team.
 Product Mapping & Sales Plan – Identify Market Potential in each RSM’s area & allocate Sales Targets
 Sales Review & Forecast – Conduct fortnightly Pipeline Update, Review Actual Vs. targeted sales.
 Conceptualized & Created Sales Tools like – PPTs, Videos, Cheat Sheets, Brochures, Sales call postcards etc.
ACHIEVEMENTS
 Increased revenue from < $ 80K to over $ 1.2M.
 Successfully initiated revenue (1st Sales) from new product lines
 Created & closed multiple Up-Selling opportunities, Initiated new sales Pakistan, S.Lanka, B.desh & from each product line
 Established channel partner network in all major cities & all other S.Asian Countries.
 Participated in Conferences, Seminars, Exhibitions; 100s of Sales PPTs, Trainings, Webinars, DEMOs
KEY LEARNINGS
 Channel Dev, Channel Sales & Sales Trainings. Relationship Mgmt with Top Brass & opinion leaders
 Proactive & reactive strategy to counter competition. Demand Generation & Build Customer Preferences.

SC-318, Shastrinagar, Ghaziabad – 201002

+91-9717755399 | [email protected]
 PRAKASH RAI
Concept Sales Expert
Solution Sales
Strategic Selling

WORK EXPERIENCE

F IELD S ALES R EPR ESENTATI VE – N ORTH I NDI A EBSCO Information Services

Jan’05 to Nov’06,
RESPONSIBILITIES
 Handled Business worth >340,000USD business from all 9 North Indian states.
 Prospecting, Cold Calling, Sales PPTs, Creating Proposals, negotiate & close deals.
 Handled promotional activities like Event sponsoring, Print Ads, Seminars & Conferences.
 Maintained accurate record of prospects, activity and pipeline, Utilized NetCRM tools.
ACHIEVEMENTS
 Secured 2 Maximum Value orders ($34K & $28K) and registered Highest Growth, 65% in very 1st year in the industry
 Secured 1st breakthrough sales for 3 new product launches.
KEY LEARNINGS
 Extensive In-the-Trenches experience direct sales, Concept Sales, delivering PPTs, negotiation & closing.
 Develop & Maintain relationships with Senior Professionals & Administrators in Corporate & Govt sector.

B USINESS D EVELOPMENT O FFICER Creative Media Group, New Delhi

Jun'02 to Dec'04
RESPONSIBILITIES
 Build pipeline through networking & cold calling, mailers & personal meetings; and secure new sales.
 Manage resources of 2 field executives, ensuring smooth production, packaging & delivery.
 Consult with client to acquire knowledge of product to be advertised & and budgetary limitations.
 Editing content for accuracy, grammar, artwork, photographs, Fonts & submit for printing.
ACHIEVEMENTS
 Created databases & spreadsheets for a Start-Up.
 Increased sales from <20L INR to over 2Cr INR
 Clients–Coke, TOI, HPCL, HCL, LG, Honda, Idea.
KEY LEARNINGS
 Direct Sales, BD, prospecting, cold calls etc. Gained expertise in creating Ads, Mktg literature etc.

EDUCATIONAL QUALIFICATIONS
B.E. - Mechanical Engineering Delhi University DCE, Delhi College of Engg
th
12 (PCMB) – II Div. CBSE, New Delhi GBSSS, Shakarpur, Delhi
th
10 – I Div. CBSE, New Delhi K.V.Hindon No.1, Ghaziabad

SC-318, Shastrinagar, Ghaziabad – 201002

+91-9717755399 | [email protected]