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Manager - Market Research

exl Service.com (India) Private Limited
Gurugram, IND
Full-time
Manager · 5+ years experience
Hybrid
Discovered 3 days ago
Business developmentProspecting

Full Job Posting

Qualifications

  • · Bachelor’s degree or equivalent required.
  • · 5 years of experience in Inside sales, Business Development or similar role, preferably in analytics, digital operations and digital transformation sales operations.
  • · Ability to translate pain points into compelling outreach narratives aligned to analytics, digital operations, and transformation-led value propositions.
  • Good to have:
  • · Experience prospecting into Media, Broadcasting, or adjacent B2B sectors.
  • · Strong understanding of the Media ecosystem, including TV, OTT/streaming, production studios, broadcasting, music and radio, and the commercial priorities of these businesses.
  • · Prior exposure to media go-to-market motions, account-based marketing, revenue operations, or CRM-led sales campaigns across Media, OTT, music/radio or broadcasting accounts.

Responsibilities

  • Responsibilities:
  • · Collaborate with sales team to identify target accounts and contacts.
  • · Execute, monitor, and track progress with targeted outbound sales campaigns by line of business and market.
  • · Employ a consultative approach to understand prospect needs and articulate the unique value our products/services offer.
  • · Inbound Prospecting: Efficiently qualify inbound leads generated through marketing efforts. Respond to the inbound emails within the stipulated timeline and seamlessly transition them to the sales team.
  • · Market Research: Conduct periodic market research on prospects to enhance the understanding of their priorities.
  • · Maintain targeted account lists across Media sub-segments including TV, OTT and streaming platforms, media players, production studios, broadcasting networks, and music and radio companies and develop persona-led messaging for the same.
  • · Identify relevant buying centers and personas within media such as audience growth, subscriber management, ad sales/ad operations, content monetization, distribution, product, data/analytics, digital, finance, legal, and customer experience leaders.
  • · Leverage various databases and tools, including but not limited to ZoomInfo, XIQ insights, and other forthcoming tools integrated into Salesforce.
  • · Messaging Development: Create and optimize inbound and outbound call scripts tailored to specific industries, pain points, and value propositions.
  • · Develop segmented outreach messaging around Media priorities such as audience insights, subscriber acquisition and retention, content valuation, content performance tracking,
  • advertising yield optimization, cross-platform consumption, and AI-led digital transformation.
  • · Track industry triggers relevant to media accounts, including streaming growth, D2C transformation, ad revenue, content cost optimization, viewership fragmentation, churn reduction, rights/licensing changes, and AI adoption across media operations.
  • · Create targeted messaging by line of business and persona to align outbound messaging with overall brand positioning and marketing campaigns.
  • · Collaboration and Communication: Foster communication, collaboration, and reporting with the sales, marketing, SWAT, and other cross-functional teams.
  • · Share data insights and feedback from outbound efforts to continually refine message development and outreach approaches.
  • · Reporting and Analysis: Utilize CRM tools to plan and track activities, update prospect information, and generate reports on performance metrics.
  • · Analyze call data and outcomes to identify trends, successes, and areas for improvement.

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