Business Development Manager

at  EXL Service

Overview:
EXL (NASDAQ: EXLS) is a global analytics and digital solutions company that partners with clients to improve business outcomes and unlock growth. Bringing together domain expertise with robust data, powerful analytics, cloud and AI to create agile, scalable solutions and execute complex operations for the world’s leading corporations. EXL was founded on the core values of innovation, collaboration, excellence, integrity and respect creating value from data to ensure faster decision-making and transforming operating models. Key industries including Insurance, Healthcare, Banking and Financial Services, Media, and Retail among others.
Headquartered in New York, our team is over 55,000 strong, with more than 50 offices spanning six continents. For information, visit www.exlservice.com.
Role Title: Business Development Manager (Demand Generation)
BU/Segment: Analytics
Location: London, United Kingdom. Remote / Flexible Hybrid working with
the requirement to work in our London office once a week
Employment Type: Permanent

SKILLS AND PERSONAL ATTRIBUTES WE WOULD LIKE TO HAVE:

• Demonstrated strong work ethic, hunter mentality, and self-starter attitude.
• Excellent verbal and written communication skills with a personable and professional demeanor.
• 5-12 years of proven lead generation/inside sales experience with a track record of meeting and exceeding quotas.
• Highly collaborative team player experienced in fast-paced environments.
• Familiarity with regulatory compliances, such as GDPR.
• Ability to network effectively with Board, C, and C-1 level executives within Fortune 500 companies.
• Proficiency in designing campaigns tailored to personas mapped against EXL’s offerings.
• Skill in qualifying leads by understanding their priorities to enhance closure probabilities.

SUMMARY OF THE ROLE:

As the Business Development Manager (Demand Generation) at EXL Analytics, you’ll spearhead the establishment of a dynamic demand generation function in the London region. Focused on driving growth within selective Fortune 500/FTSE 100 clients across diverse sectors including Banking, Financial Services, Capital Markets, Insurance, Healthcare and Life Sciences, Retail and Consumer Goods, Technology, Media and Telecom (TMT), Utilities, Manufacturing & Logistics, and Business Services. Reporting directly to the Regional Sales Leader, you will be instrumental in acquiring new logos and identifying new buying centers within existing accounts.

AS PART OF YOUR DUTIES, YOU WILL BE RESPONSIBLE FOR:

• Execute highly targeted outbound sales initiatives including cold calling, email outreach, and LinkedIn campaigns to secure C and C-1 qualified meetings for priority clients within chosen verticals, achieving a target of 10 qualified leads per month.
• Gain insight into customer needs and requirements, crafting compelling messaging while identifying opportunities and nurturing leads through the sales funnel to closure, utilizing techniques such as solution demonstrations, sharing relevant case studies, and white papers.
• Conduct daily tasks encompassing prospect research, organization mapping, account planning, database mining, meeting scheduling, note-taking, and tracking of meeting activities, outbound calls, appointments, and identified opportunities.
• Develop an in-depth understanding of EXL’s value proposition and capabilities to tailor messaging effectively to clients.
• Harness tools such as LinkedIn Sales Navigator (LSN), Lusha, Anymailfinder, etc., for database mining and outreach, while leveraging CRM tools like Salesforce, Microsoft Dynamics, HubSpot, etc., to manage leads and opportunities, providing weekly reports on generated leads and meetings.
• Report weekly progress on email campaigns, cold calls, conversations, and responses.
• Collaborate with Sales, Consulting, Engineering, and AI teams throughout the lead lifecycle until qualification for proposal submission.

QUALIFICATIONS AND EXPERIENCE WE CONSIDER TO BE ESSENTIAL FOR THE ROLE:

• Degree or Business Certificate and Diplomas
• Demonstrated experience in developing and executing demand generation strategies within specified industries.
• Familiarity with CRM and sales automation tools, with a demonstrated ability to utilise technology for efficient lead management and tracking.
• Experience in analysing market trends, competitor activity, and customer behaviour to inform demand generation initiatives.