Manager - Market Research
EXL · IT Services & Consulting
- Gurugram, Haryana, India
- On-site
- Posted today
- Consulting & Strategy
About the job
The Business Development Representative (BDR) will play a pivotal role in the outbound and inbound prospecting efforts of the EXL Growth Office. The BDR will collaborate closely with the sales team to drive new business opportunities and contribute to the overall growth strategy for the Media segment within the Communication, Media and Entertainment (CME) industry. This role will focus on account and contact research, sales engagement outreach, collaboration with sales leadership, sales representatives they support, and marketing to identify relevant prospects and position EXL’s data, AI, analytics, digital operations, and transformation capabilities.
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.
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 business es.
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.