Executive Vice President - Sales

Location: Mumbai,Maharashtra,India

About us: 

1Lattice™ is a 360-degree business decision support platform with a tech-enabled services stack of data, people network, and custom research. Powered by AI-enablement, advanced tech tools and unique data-gathering approaches, 1Lattice offers a full-stack market intelligence platform with a wide product suite to make decisions smartly – encompassing 1Sense (consumer insights), 1Insights (market assessment and trends, channel assessment, competitive intelligence), 1Expert (Expert and B2B network) and 1Knowledge (FTE / retainer services). 1Lattice works with clients and partners globally, helping them solve a wide variety of business and organizational problems through actionable research-led insights. 

 About the role: 

The role of EVP - Sales is a senior leadership position at 1Lattice, reporting to the CEO. This is a position based out of Gurgaon / Mumbai office, and expected to work closely with the ROs (Revenue Owners) in driving sales for the company across verticals and products. The position will have direct reporting of senior sales / revenue leaders across industry verticals, as well as the Pre-Sales team for lead generation and prospecting. The individual in this role is expected to present a senior face of the firm to the existing as well as prospective clients –both from unlocking new doors to managing client relationship at a senior level.    

Key responsibilities: 

As the Head of Sales for 1Lattice, you will have four key responsibilities: 

1. Driving business development / sales – both hunting (business with new clients) and farming (deepening partnership with existing clients)
2. Managing the lead generation process and machinery, including building and driving a strong and efficient Pre-Sales team
3. Client relationship management, and
4. Team management for all ROs (Revenue Owners)
   
   1. The foremost responsibility of this role is to drive business revenues. You will be expected to seamlessly own all the existing key accounts / clients for 1Lattice for repeat and continued business, as well as drive business targets through opening up new accounts with your own past networks, marketing activities, cold calling, and running business discussions / proposals and conversions with new accounts. The business revenue and growth targets will need to be achieved profitably, in terms of pricing control in line with the budgeted direct and indirect costs. You will also be responsible for further development / enhancement of product offerings and capabilities within 1Lattice to serve the clients better.
   
   2. Apart from actively closing sales from active clients and new account opening, this role is expected to diligently drive the cadence and process of new lead generation (across all mechanisms – through a strong and efficient Pre-Sales team, cold calling and personal networks, mailing and other outreach campaigns, past client relationships, attending industry events, and other marketing activities. This will involve the entire sales funnel – from outreach to setting up intro meetings, follow-ups, getting the formal research brief, translating them into proposals, and converting them into project wins. 
   
   3. This role will be expected to develop close connections and relationships with senior client executives. This will require building and developing a wide network in the industry and leading interactions with them, playing a significant role in influencing their thinking, identifying potential project leads / opportunities / proposals and driving them to closure. This will at times also involve handling client escalations in project delivery (for managing relationships for future engagements), and ensuring high client satisfaction for repeat business. 
   
   4. Lastly, this position will lead and drive all the ROs (Revenue Owners) in the Company, across verticals and products, as their direct reporting manager. This will include the seniormost Director level team members (SD / D / AD) as well as mid-level project managers (GM / PM) who are expected to actively contribute to sales targets. This will involve supervising and guiding their efforts, as well as supporting them in generating leads, attending the proposal meetings as necessary, and helping them close / win engagements. 

You will also play a very meaningful leadership role internally, and assume a leadership role for the organization - as such, your reporting team's successes also enhance your own personal results. You will support the 1Lattice culture by motivating your colleagues and helping the team members under you train and develop their skills, feel a part of the 1Lattice system, and overall helping them grow professionally. As such, you will be responsible for both their growth as well as overall happiness and satisfaction.  

KPIs / Key Result Areas for the role: 

• Ensuring that the revenue / topline growth targets for the company are achieved, while meeting the profitability guardrails (by pricing in line with budgeted direct and indirect costs) - driving business continuity with existing clients as well as ensuring repeat business from key accounts 

• Maintaining high quality of revenue – retention rate of existing / past clients, flow from new clients, flow from large accounts, average account size, average engagement size, ensuring pricing discipline 

• Managing overall client satisfaction and engagement, and taking necessary actions for high impact delivery 

• Driving sectoral marketing, industry visibility, representing the 1Lattice brand, driving the leads / opportunities / proposals and ensuring maximum conversions 

• Driving thought leadership in projects and coming up with compelling approaches, frameworks, and solutions to client problems 

• Managing team growth and satisfaction – be responsible for their success as well as build a strong team culture 

• Play active role in recruitment of new revenue leaders as well as in building strong project delivery teams in the verticals  

Competencies and skills: 

• Proven experience in market intelligence, custom research and data solutions - minimum 15+ years of experience leading and managing sales teams, in market research context. 

• Deep perspective on how market research works in client situations, how it is evolving and a good understanding tech / data tools / alternative data sources will be a big plus. 

• Strong and credible industry connects, with ability to handle very senior conversations and open up new doors for business development, strong ability to understand client's needs and developing trusted relationships.  

• Ability to create impactful proposals for specific projects with a tailored approach, and presenting to clients for maximum conversions. Need to have a strong knack for understanding customer needs and is be highly customer facing. 

• Strong team management skills – building a strong team culture, driving high impact and efficiency, ensuring team growth and happiness. 

• Strong analytical and problem solving skills - deriving insights from data and conversations. 

• Excellent communication skills - both written (slide / text output) and verbal (client presentation) 

• Very high drive and energy.  

Key Qualifications: 

• Consistent track record of academic excellence - MBA degree will be a plus.  

• 15+ yrs of experience in primary and secondary research and data projects is a must. 

• Demonstration of leadership in professional career, as a Sales leader.