Hi, I’m
ABHISHEK JHAWAR
Remote/Hybrid,United Kingdom
Summary
Ambitious Business Development and skilled people manager with deep understanding of market trends and successful strategies to achieve sales and marketing results. Strengths include leveraging data to optimise approaches and capitalising on new opportunities, Innovative program management, strategic planning and team leadership skills.
Successful team builder with exceptional communication abilities and with proven expertise in building strong teams and motivating exceptional sales results. Ambitious in pursuing opportunities to expand client base and increase group revenue.
Overview
15
years of professional experience
Work History
Sabio GroupLondon, London
Group Head of BDR Team
09.2021 - 04.2023
Job overview
- Hired, Led, & Coached11x Graduate Business Development Reps and 1 Team Lead for UK and EMEA selling CCaaS and UCaaS, (CX) Customer Experience, AI and Automation, WFM and other Technologies
- Developed targeted sales territory plans, boosting EMEA sales by 120%.
- Mentored team with focus on building key inside sales skills including strategic prospecting, advanced lead qualification, objection handling, and first call meeting scheduling - serving as initial sales engagement to potential New Enterprise and Mid-Market customers
- Reported to Chief Commercial Officer, Chief Marketing Officer and partnered with regional sales leaders, Revenue Ops & Marketing to execute cross-functional enterprise demand generation in key verticals
- Trained BDR's to source and qualify new sales opportunities through outbound calling and creating demos for Sales Executives
- Established structure for BDR team whilst maintaining expectation and accountability, plus planning future growth within business.
- Trained on sales methodologies like, BANT Qualification, Challenger, SPIN, MEDDPICC, and S360 Sales
- Worked with Enterprise and Mid-Market New Business Account Executives, creating Target Account Strategies, Segmenting accounts and aligning BDR's to individual Account Executives in Consumer Markets, FS&I , Hi-Tech, Public Sector and Outsourcing.
- Facilitated strategic decision-making, performing thorough market research to identify and quantify opportunities and threats.
- Group BDR Pipeline (ACV): 2021 - £4.2M, 2022 - £22.8M, 2023 - Q1 £5.3M
- Pipeline Win Rate: 2021 - 12%, 2022 - 33% - Average Deal Size - 60k - 100k - Timeframe: 6 - 18 Months
- Key Closed Deals - British Airways, HSBC, Davies Group, British Gas, B&Q Plc, Legal and General.
CynetReading
SDR Team Manager
04.2021 - 09.2021
Job overview
- Managed and Coached 12x Business Development Reps for UK, Israel and European regions selling EDR,XDR,NGAV, UEBA and NTA Cyber Security software
- Mentored team with focus on building key inside sales skills including strategic prospecting, advanced lead qualification, objection handling, and first call meeting scheduling - serving as initial sales engagement to potential new customers.
- Managed Inbound and Outbound campaigns alongside marketing and sales
- Trained SDR's to source and qualify new sales opportunities through outbound calling and creating demos for Sales Executives
- Established structure for SDR team whilst maintaining expectation and accountability, plus planning future growth within business
- Worked within matrixed team structure of Sales, Inside Sales, SEs, Marketing, Channel Development and Sales Operations in UK, Europe and Israel to maximize regional sales potential.
- Ran day-to-day operations of team, holding weekly one-on-ones/team meetings and developing creative incentive plans to keep SDR's engaged/inspired throughout their tenure
- Collaborated with Marketing VP and VP Sales for new campaigns plus product launches.
Astute LimitedHybrid
Senior SDR Team Manager
03.2018 - 03.2021
Job overview
- Hired and Coached 8x Sales Development Reps for European regions (Nordics, Benelux, France, DACH and United Kingdom) selling Okta Identity and Access Management Software
- Managed Inbound and Outbound campaigns leads, whilst tracking and monitoring individuals and team metrics, and driving team towards collective lead generation quotas/goals
- Trained SDR's to source and qualify new sales opportunities through outbound sales, qualification, follow-up and make outbound calls and emails to following up interest in Okta.
- Ran day-to-day operations of team, holding weekly one-on-ones/team meetings and developing creative incentive plans to keep SDR's engaged/inspired throughout their tenure
- Worked within matrixed team structure of Sales, Inside Sales, SEs, Marketing, Channel Development and Sales Operations to maximise regional sales potential
- Aligned all Sales and customer success teams together and created processes so that all teams synchronize &collaborate with each other plus other key departments in business
- Created strong and healthy pipeline of with 95% probability to close business.
- Full Qualified Leads with C level decision makers with 1000 Demo meetings created in 12 Months surpassing target annually.
- Collaborated with Marketing Director and Sales Director for new campaigns plus product launches.
- Closed Deals: Ryanair, Innocent Drinks, Panasonic, JP Morgan Europe, Easyjet,
- Demonstrated respect, friendliness and willingness to help wherever needed.
Clearvision-CMLondon
Business Development Team Lead
01.2017 - 09.2017
Job overview
- Partnered with CEO, Global Head of Sales and Marketing Director and led 10+ people Business Development and 3x Licence Renewal Reps, executing strategy, creating goals & measuring performance.
- Managed team Sales Development Reps in EMEA and USA for new business prospecting of Atlassian Software that resulted in global sales of £12.2m by Account Executives.
- Worked closely with team for forecasting on weekly, quarterly and annual basis and making sure their pipeline is accurately managed on Salesforce.
- Designed processes, configured technology, and trained support team members to qualify 150+ leads quarterly via cold calling, marketing campaigns and live sales chat.
- Negotiated key Sales and lead generation measuring software contracts to save ClearVision £61,400+ in annual SaaS fees.
- Project managed cross-functional initiatives with operations, product marketing, and sales management, specifically end of month promotions and product release marketing campaigns, that generated £48K+ of monthly incremental revenue.
- Achieved 80% client growth within companies like Swisscom, Hilti, Thales and Vodafone
- Expanded customer base and revenue for multiple new territories i.e., USA, Central and Eastern Europe by strategically planning and conducting sales & marketing campaigns
- Leveraged market and competitor data to identify market opportunities and gaps.
DDC DolphinPoole
International Business Development and Project Manager
02.2015 - 12.2016
Job overview
- Managed 15 Distributors to sell medical devices which created £10M in revenue opportunities by collaborating with distribution partners
- Led and managed 6+ cross-functional and department wide initiatives to increase efficiency and effectiveness
- Managed new build hospital projects, established strong relationships with key construction companies contacts across portfolio of 40 accounts globally
- Developed and executed account, client development and engagement plan in conjunction with Sales and Service and maintained global account management and reporting tools and processes
- Travelled throughout EMEA, MENA, APAC to service existing accounts and access distributor performance and provided accurate revenue forecasts to Sales Director on monthly basis
- Created and running tactical campaigns in collaboration with Marketing to prospective clients and customers within assigned geographic territories.
- Prepared project performance reports with statistics and newly researched information.
- Acted as single point of contact for customers and internal stakeholders.
Astute LimitedBournemouth
Senior SDR Team Manager
03.2008 - 01.2015
Job overview
- Hired, Managed and Coached 20 SDR's and 2 Team Leads for prospecting and sales for Cisco that resulted in securing (2013), 203% (2014) and 220% (2015) of monthly targets
- Managed & achieved £25M closed business sale in 7 years of service
- Forecasted new business and pipeline with regular feedback from team
- Created new Partners and liaising with existing partners to generate new business and increase revenue
- Won Top Manager Award for two consecutive years 2013 and 2014 for surpassing annual target each year by 25%
- Hired and managed team to generate 10,000+ leads to fuel high-volume, outbound Sales strategy
- Worked closely with regional sales teams and senior leadership to understand their target sector that resulted in increasing pipeline by 120% through strategic and tactical sales campaigns
- Responsible for training teams in pitching client portfolio to new clients, lead generation and forecasting monthly and quarterly sales pipeline.
- Defined business strategies and roadmaps to drive performance across sales, promotions and marketing departments.
Education
University of NewcastleUnited Sates Of America
Master of Business Administration from Human Resource Management and Corporate Finance
01.2007
Canterbury Christ Church University CanterburyCanterbury
Master of Science from Business Administration, Marketing and Project Management
01.2006
University of Lucknow LucknowLucknow, India
Bachelor of Arts from Tourism Administration
01.2002
Skills
- Sales Development, Inside Sales, Business Development, Lead Generation, Coaching and Feedback
- Warm and cold calling
- Idea generation
- Salesforce Data, Metrics & Competitive Analysis, Leadership, KPI Management, Remote/Hybrid Team
- Enhancement MQL, SQL, Pipeline Management and Analysis
- Salesforce, Outreach, LinkedIn Sales Navigator, Zoominfo, Lusha, LeadIQ, Microsoft Office
- Training and mentoring
- Consultative and relationship selling
- Excel proficiency
- Performance goals
- Open and clear communicator
- Revenue development
- Course development
- Skills gap analysis
- Sales leadership
Visa/Work Permit Information
United Kingdom (GB) - INDEFINITE LEAVE TO REMAIN - NO Sponsorship required.
Languages
English
Fluent
Hindi
Native
Timeline
Group Head of BDR Team
Sabio Group
09.2021 - 04.2023
SDR Team Manager
Cynet
04.2021 - 09.2021
Senior SDR Team Manager
Astute Limited
03.2018 - 03.2021
Business Development Team Lead
Clearvision-CM
01.2017 - 09.2017
International Business Development and Project Manager
DDC Dolphin
02.2015 - 12.2016
Senior SDR Team Manager
Astute Limited
03.2008 - 01.2015
University of Newcastle
Master of Business Administration from Human Resource Management and Corporate Finance
Canterbury Christ Church University Canterbury
Master of Science from Business Administration, Marketing and Project Management
University of Lucknow Lucknow
Bachelor of Arts from Tourism Administration
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