Career Options

Where are the MBA jobs? Finance

• Risk Management
• Equity Research

Finance
11% HR
2%

IT
Sales & Marketing • Technology Consulting
• B2C IT • Pre-Sales
Sales &
• B2B 25% • Analytics
Marketing
• Product Management • Business Analyst
56%
• BFSI
• General Management
Operations
6%
Operations
• Supply chain management
• Service Operations

13/03/20 May not apply to top 10-15 MBA programmes in India

 How to choose a career?
Competence – what am I
good at?

Intent – what do I want to do?

Availability – are there

opportunities in my grasp?

Private & Confidential March 20

Sales & Marketing

13/03/20
Sales & Marketing
Roles Available Competence
• B2C/Distribution – • Administration • Ability to handle NO
FMCG/D, Telecom • Industry Awareness • Persistent & Persuasive
• B2B – Corporate,
• Negotiation • Strong interpersonal
Institutional, Government
• People management(B2C) skill/networking skill
• E-commerce – Category
Management • Business Modelling(B2B) • Ability to plan and strategise

• Market Research • Report Writing(B2B) • Subject matter expert

• BFSI Sales • Networking ability

• Technology awareness(IT-
• Product Management B2B)

• General Management
Private & Confidential
March 20 5
B2C/Distribution Sales

What do you do on a daily basis Designations, companies & availability

• Most conventional sales • Assistant Sales Manager, Territory Manager,
Management Trainee
• Work with channel partners to drive sales
• Typical campus role offered
• Assign targets for distributors, drive schemes for
festival sales • Starting point for growing into brand manager
• Visit retailers on a set beat plan for first 3-4 years • FCMG, FMCD, Telecom, Auto, Hospitality
• Assess problem faced by retailers, distributors or • Many jobs available at entry level for MBAs
other channel partners
• Handle/Own launch of new products in your
territory
• Work on achieving targets regularly
• May get a team of junior sales officers to drive
sales

13/03/20
B2B – Corporate, Institutional, Government

What do you do on a daily basis Designations, companies & availability

• Identify customers/customer segments • Business Development Manager, Account Manager,
Sales Manager,
• Understand customer’s business model. Identify
influencers, decision makers, etc in target • IT/Tech Companies, Industrial Products, Services
organisation Companies, Edtech Companies, Ad agencies, Digital
Marketing companies
• Identify product/service to be offered
• Abundant vacancies available, No campus bias
• Create detailed proposal/success stories/case studies
for clients
• Long lead time 2 months – 2 years, follow-up on
regular basis
• Present solution to clients (individually or in group)
• Complete documentation, paperwork and follow up
on payments post sales
• Account Management – Work with existing clients to
drive sales, identify new requirement or AMC
contracts, etc

13/03/20
E-commerce – Category Management
What do you do on a daily basis Designations, companies & availability
• Maintain and grow list of selections on • Business Manager, Category Manager,
website Vendor Manager
• Deal with multiple stakeholders – Web, • E-Commerce Companies
Digital Marketing, Vendors, Business • Mostly lateral hiring from other B2C sales
Managers, SCM teams background
• Ensure category growth as per the target • Very few campus roles offered
• Plan festival sales
• Negotiate margin, delivery & payment
terms, etc with vendors
• Acquire and maintain vendors (typically
for vendor management role)

13/03/20
Market Research (Subset of Consulting)
What do you do on a daily basis
• BD/Account Management – On the lines
of B2B sales role
• Project Delivery
• Understand research requirement from client,
draw research design with set objective
• Plan resource requirement, cost
• Plan primary and secondary data collection
• Conduct data analysis and generate report
• Present findings to client
• Syndicated Study
• Work on similar lines as project delivery for
syndicated research requirements
13/03/20
Designations, companies & availability
• Research Executive, Research Manager
• Market research Companies, Consulting
companies(research team),
• Decent number of roles available with
small to mid sized Market research
companies, Salary on lower side as
compared to campus offers
• Additional skills required – Analytical
ability, research methods, powerpoint
knowhow, secondary data sources, R,
Python, excel, SPSS
Product Manager
What do you do on a daily basis
• Identify potential products
• Conduct market research
• Generate product requirements and
determine specifications
• Identify pricing models and options
Designations, companies & availability
• Analyst, product manager
• Starts as an a analyst and grows into
product manager role
• All product companies – Google,
Microsoft etc.

• Develop marketing strategies • E-commerce companies – Amazon,

Swiggy, PayTM, Ola, Flipkart etc.
• Product testing to ensure compliance
• Convey technical requirements to
development team
• Work with sales teams and channel
partners to grow the business
13/03/20
BFSI Sales – RM roles
What do you do on a daily basis Designations, companies & availability
• Combination of sales and finance • Relationship Manager/ Wealth Advisor
• On the commercial banking side, more finance than sales • Leading banks and financial services institutions
• Provide solutions to financial needs of customers - from • Most common Finance role for MBAs
loans to insurance for retail and forex to working capital
for corporate
• Analyze financial statements to assess credit worthiness
• Reach set targets in disbursement of assets
• Develop meaningful relationships with clients and grow
share of wallet
• Design offerings specific to client based on size of the
account
• Work with distribution channels to meet sales outcomes
• Provide feedback to marketing team about product
features

13/03/20
General Management
What do you do on a daily basis Designations, companies & availability
• Usually starts with a rotation across functions • Usually conglomerates and old style businesses
• Grows into a P&L responsibility • Can be a SBU manager role in a startup – like
Udaipur’s city manager for OYO
• Mini-CEO/ SBU head role
• Not too many roles – many sales and marketing roles
• Significant stints in sales and marketing
are packaged as general management roles
• Post rotations, leap frog company hierarchy (like Civil (management trainee)
Services) into a leadership position in any SBU
• Work across teams like sales, marketing, finance,
operations and HQ to drive business objectives
• Use personality and people management to get things
done by people over whom you have no direct control
• Everyday job requires regular fire-fighting

13/03/20
Q&A

13/03/20