Mukesh Jain

Experience

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  Reliance Communications

  Apr 2002 - Mar 2003

  Management Intern

  Management Research Project- Market Potential Assessment U&A Study for Cloud Computing services offered through a Third-Party Data Center Service provider in Hyderabad. The exercise included primary market research, market mapping, adoption trends, suitable channel partner identification and competitive analysis for Third party Internet Data Center services (Web Hosting, Value added & Managed Services, VPN etc.). The outcomes included potential estimation, competition evaluation and usage & attitude trends.Summer Internship Project - A study of sales and distribution function in cellular industry. The project included - A. On the job training with field force on direct channel partner (DAE) recruitment and enablement. Channel partner agreement and documentation. Product and process briefing, training program, support programs.B. Retailers channel partner identification and recruitment for shop in shop and point of sale concepts.C. Consumer Market Research on Churn Analysis in Mobile Telecom industryD. Consumer Marker Research on mobile handset market Show less

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  MARCH Marketing Consultancy and Research

  Aug 2003 - Jun 2004

  Associate Consultant - BD

  This was a Market Research & Consulting startup based in Hyderabad, I generate business in Andhra Pradesh region for the company in year one and helped acquired its first consulting project. I Mapped potential client base across 9 verticals including IT, Telecom, Tourism, BFSI, FMCG&CD, Retail, Govt. & Social research, Industrial (B2B) and Media & Entertainment. Dealt with RFPs, RFIs and RFQs; developed and maintained key relationships; advisory and training. Achievements: Most successful sales executive of the year; acquired first & large telecom account. Show less

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  IDC (India) Ltd.

  Jun 2004 - Oct 2010

  • Grew organically within the organization scaled up North business from 1 to 5cr• India business from 5 to 15 Cr the bottom line grew with 27% CAGR during this time• New Business/Hunting Initiative – Grew market share and customer footprint ensuring 30% proportion of net new business, acquired over 25 new clients during the downturn• Reduced Days Outstanding from 120 days+ to 40 days fast conversion of credit sales into cash helped bottom line and cashflow – Six Sigma green belt project for sales team• Launched new products and multi-client studies and instantly generated revenue, pre booked and paid for before deliveries, deliveries involved cross functional deliverables and coordination • Drove company’s strategic initiative of developing business in the SME segment• Recognized as Best Person-IDC 2007, Employee of the Year Award for outstanding performance in all regions; Trained, appraised & enabled growth of team members• Received Best Person-IDC 2006, Employee of the Year Award for outstanding performance/growth and developing new large accounts. • Received Best Person-IDC 2005, Employee of the Year Award for showcasing outstanding sales performance, process improvement and streamlining customer servicing operations Show less

  • General Manager - Sales & Marketing

    Apr 2010 - Oct 2010

  • National Sales Manager

    Apr 2008 - Mar 2010

  • Manager - Sales & Marketing

    Apr 2007 - Mar 2008

  • Asst. Manager - Sales & Marketing

    Apr 2006 - Mar 2007

  • Sr. Executive - Sales & Marketing

    Jun 2004 - Mar 2006
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  Toluna India

  Nov 2010 - Sept 2012

  Director Sales

  • Recruited & trained new staff and re-built the sales team from the scratch • Successfully put a customer aligned structure in place alongside ecosystem supporting sales• Streamlined account servicing process, brought back dormant and declining a/cs., 128%, 103% & 107% achievements respectively within first 3 quarters• Led & represented company with industry association such as MRSI & ESOMAR

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  Forrester

  Sept 2012 - now

  • Scaled up research advisory and consulting business from INR 15 to 100 Cr• Consistently overachieved and grew renewable contract value with 25% CAGR • Drove best in class renewal $ retention rate (95%+) & wallet share (120%+)• 4X growth in # of customers across segments, created market opportunity aligned Org. structure• Built high performing team and improved productivity/rep by 100% in this period• 4 times global President’s club winner as a country sales leader• Coached, retained and developed Line-1 and Line-2 managers, created new territories & teams• Continuously evolved GTM with growth and lead Go-To-Market to Go-To-Customer transformation• Launched new products (Forrester Decisions) and drove CV 43% within 17 months• Successfully lunched SiriusDecisions post-acquisition in India• Penetrated Finacial Services and Manufacturing sector with $500 Million+ segment clients• Acquired major banking client including SBI, Axis, Kotak, ICICI, HDFC, IndusInd, BoB• Acquired major automotive clients including Hero, Eicher, Maruti• Led partnership/alliances with industry associations such as NASSCOM Show less

  • Country Manager & Director Sales

    Feb 2015 - now

  • Director Sales

    Sept 2012 - now