Business Development (Upsell)

DUTIES AND RESPONSIBILITIES:

Upsell Strategy and Planning

• Develop and Implement Targeted Upsell Strategies: Create and execute specific plans to promote additional learning programs and content to the existing B2B/B2B2C customer base
• Analyze Customer Usage: Scrutinize customer engagement and purchasing history to pinpoint viable opportunities for upselling related learning programs and content.
• Create Tailored Upsell Promotions: Design customized offers, bundles, and promotions to encourage the purchase of additional learning resources by existing customers.
• Explore New Upsell Opportunities: Proactively investigate and develop avenues to upsell newly released learning products or content within the existing customer base.

Direct Upselling and Customer Relationship Management:

• Proactive Upsell Outreach: Reach out to existing B2B/B2B2C customers through phone and email to present targeted upsell opportunities for additional learning programs and content.
• Product Demonstrations and Consultations: Conduct compelling product presentations and personalized consultations to highlight the value and benefits of enhanced learning options to customers.
• Relationship Building and Needs Assessment: Cultivate strong customer relationships, actively identify evolving learning needs, and recommend tailored upsell solutions.
• Customer Follow-Up and Upsell Process Management: Manage follow-up communications to ensure a smooth and positive upsell experience for customers.
• Pricing and Negotiation: Clearly explain pricing models, discuss package options, and effectively negotiate with customers to close upsell deals.
• Sales Documentation: Prepare and manage all necessary sales documents, including pitch decks, proposals, and quotations, specifically for upsell offerings

Sales Process and Reporting

• Exceed Upsell Targets: Consistently achieve and surpass monthly and quarterly upsell revenue targets, demonstrating strong sales performance and a proactive approach.
• Develop and Enhance Upsell Sales Playbook: Create, refine, and maintain a comprehensive upsell sales playbook, outlining strategies, scripts, best practices, and objection handling techniques.
• Monitor and Report Upsell Metrics: Accurately track and report on key upsell performance metrics, providing regular updates and insights to management.
• Gather and Communicate Customer Feedback: Collect customer feedback related to existing product offerings and identified upsell opportunities, and communicate this information effectively to the product development team for continuous improvement.

KNOWLEDGE, SKILLS AND ABILITIES:

• Proven Sales Performance: Demonstrated history of consistently meeting and exceeding targets.
• Cold Calling and Appointment Setting: Proficient in initiating contact with potential customers and scheduling productive appointments.
• Organizational and Time Management: Highly organized with the ability to multitask, manage time effectively, and adapt to shifting priorities.
• Continuous Learning: Enthusiastic about acquiring new knowledge and skills in a fast-paced, evolving environment.
• Passion for Technology & Customer Impact: Energetic and passionate about leveraging technology platforms to improve customers' lives.
• Exceptional Communication Skills: Excellent verbal and written communication abilities, particularly effective phone communication for sales.
• Interpersonal and Service-Oriented: Strong interpersonal skills, customer-focused mindset, and a genuine passion for sales.
• Presentation and Negotiation Expertise: Skilled in delivering compelling presentations and conducting effective business negotiations.
• Self-Motivation and Resilience: Self-driven, results-oriented, and capable of performing effectively under pressure.
• Collaborative and Positive Attitude: A strong team player with a positive attitude, a solid work ethic, humility, and a clear focus on achieving business goals.

EDUCATION AND EXPERIENCE:

• Bachelor's degree in a relevant field (e.g., Business Administration, Marketing, Education Technology, or related discipline) preferred.
• Minimum of 1 year of experience in a sales-related role such as Account Executive, Marketing Executive, Sales Executive, or Business Development.
• Experience in a platform-based business (e.g., Accounting, ERP, CRM, HR platform) is highly desirable.