Business Development Executive

JOB DESCRIPTION

Direct Marketing Executive

Minimum Experience: 8 Years

Position Snapshot

Job Title: Direct Marketing Executive (Field)

Experience Required : Minimum 8 years

Location: Coimbatore / Tamil Nadu Industrial Market

Employment Type: Full-time (field-based role)

Reporting To: Founder / CEO / Sales Head

Industry Focus: ISO consulting, management system consulting, certification support, manufacturing industries, MSMEs, industrial services, training and audit readiness

Salary: 4.5 to 5.5L per annum

1. Company Overview

ENN Consultancy is an ISO certification and practical management system implementation consultancy based in Coimbatore, Tamil Nadu. The company supports organisations in ISO 9001, ISO 14001, ISO 45001, IMS, IATF 16949, AS9100D, ISO 13485, internal audit, supplier audit readiness, customer audit readiness, RCA/CAPA, Lean/Six Sigma and practical management system training.

2. Role Purpose

The Direct Marketing Executive will be responsible for generating business through direct, face-to-face marketing: planned field visits to industrial areas, tele-calling for appointments, exhibitions, association networking and referral canvassing across Coimbatore and Tamil Nadu.

This is a field role, not a desk role. The candidate must reach the factory gate, meet the owner or plant head in person, identify the business trigger — customer audit pressure, supplier approval, tender eligibility, repeated rejection or weak records — and convert that conversation into a meeting, a proposal and an order.

3. Key Responsibilities

A. Field Prospecting and Territory Coverage

• Plan weekly beat routes covering industrial estates, clusters and MSME pockets in and around Coimbatore.
• Make planned cold visits to factories, meet gatekeepers, collect contact details and reach the decision maker.
• Map each territory: which units, what size, who is the owner, what do they manufacture, who are their customers.
• Maintain a steady pipeline of prospects qualified by industry, turnover, employee strength and urgency.

B. Tele-calling and Appointment Setting

• Complete a fixed daily tele-calling target from prospect lists, directories, visiting cards and referrals.
• Convert calls into confirmed factory visit appointments, not long phone pitches
• Handle gatekeepers and reach MDs, plant heads and quality heads by phone confidently.

C. Face-to-Face Consultative Selling

• Open every meeting with the client's operational pain or business trigger, not a service brochure.
• Ask diagnostic questions on customer audits, supplier approvals, tender requirements, rejection control and documentation gaps.
• Use AIDA in person: catch attention with the pain, build interest with ENN's practical method, build desire with outcomes, and close with one clear next action — a gap discussion, readiness review or proposal meeting.
• Read the room: judge urgency, budget signals and the real decision maker during the visit itself.

D. Exhibitions, Networking and Referral Canvassing

• Represent ENN at CODISSIA exhibitions, trade shows and industrial association meets; work the floor and collect qualified leads.
• Use BNI, CODISSIA and similar networks actively for introductions and referrals.
• Ask every satisfied client and contact for two referrals, and follow each referral up in person.

E. Proposal Follow-Up and Closure

• Convert enquiries into meetings, meetings into proposals and proposals into confirmed orders.
• Follow up through phone, WhatsApp and direct visits — a repeat visit closes more deals than a repeat email.
• Coordinate with the internal technical team for customised proposals.
• Negotiate commercials face to face without damaging brand value or wrongly reducing scope.

F. Reporting and Field Discipline

• Maintain a simple daily field report: visits made, calls made, meetings held, next actions and follow-up dates.
• Update the lead tracker (Excel / Google Sheets) so no lead is lost to poor follow-up.

4. Required Experience

• Minimum 8 years in direct marketing, field sales, door-to-door industrial sales, B2B client acquisition or service sales to manufacturers and MSMEs.
• Proven experience in cold visits, tele-calling and appointment-based field selling.
• Track record of revenue closure through face-to-face selling, not only lead generation.
• Experience selling to owner-driven businesses and meeting MDs and senior decision makers directly.
• Full sales cycle experience from first visit to order confirmation.

5. Required Skills

• Cold visit confidence — able to walk into an unknown factory and come out with a contact and a next step.
• Tele-calling skill — crisp openings, appointment-focused conversations, high daily call discipline.
• Territory and beat planning — covering maximum qualified prospects with minimum wasted travel.
• Face-to-face rapport building with MDs, plant heads and purchase heads.
• On-the-spot objection handling on price, urgency and “we will call you later”.
• Negotiation and closing ability in direct meetings.
• Strong Tamil and English spoken communication; ability to switch based on the person in front.
• Relentless follow-up discipline — by visit and phone first, message second.
• Willingness to travel daily across industrial areas; own two-wheeler preferred.
• Basic Excel / Google Sheets for lead and pipeline tracking.

6. Preferred Skills

• Exhibition and trade show selling experience.
• BNI, CODISSIA or industrial association exposure.
• Working knowledge of Coimbatore industrial clusters — machine shops, fabrication, foundries, pumps, motors, auto components, plastics and engineering MSMEs.
• Prior experience selling industrial services, consulting, training or certification support.

7. Key Performance Indicators

• Cold visits completed per week (industrial areas / estates)
• Tele-calls completed per day
• Appointments fixed from calls and visits
• Client meetings completed per month
• Leads generated from exhibitions, BNI, CODISSIA and referrals
• Proposals submitted
• Proposal-to-order conversion percentage
• Monthly revenue closed
• Follow-up completion percentage
• Referral business generated from existing clients