Deputy General Manager - Chemical Vertical Sales - Contract Logistics

Location

Mumbai | India

Job description

FILING INFORMATION
Position Deputy General Manager - Chemical Vertical Sales - Contract Logistics (Industry Vertical Head)
Department Commercial - Contract Logistics
Location Mumbai
Band 4
Reporting To Commercial Head - CL
ROLES & RESPONSIBILITIES
Key responsibilities Customer (External/ Internal)-
.Develop and leverage constructive relationships within target accounts to gain access to key decision makers and establish coach network
.Continuously review business potential and identify potential business opportunities
.Conduct research meetings with the customers and leverage coach network to understand the customer's organization, requirements, and business objectives
.Present solution proposal and business fit to decision makers, engage in negotiations, and close the deal
Stakeholder-
.Collaborate with internal functions that support the sales process (Solution Design, operations, HR, IT, Real Estate, Legal, Finance, etc.), gather required input and coordinate actions
.Work in close cooperation with customer operations teams (ensure quality, improve performance)
.Facilitate knowledge/ best-practice sharing between community within sector/ geography
Process (Strategizing/ Hunting/ Maintaining/ Team Management/ Coordination/ Solution Designing) -
.Draft vision and target for assigned target accounts
.Conduct research on strategically prioritized areas, sectors, and target accounts within sector/ geography to identify potential areas for business opportunities
.Pro-actively identify opportunities within target accounts and answer incoming RFQs
.Map and assess stakeholders within assigned target accounts
.Conduct internal + external research to identify customer's supply chain requirements and business objectives
.Conduct opportunity assessment for identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with capabilities
.Identify value proposition and high-level solution parameters based on customer requirements
.Develop a structured plan on how to win the opportunity (win-plan)
.Identify and assess business fit of customer with and develop convincing business fit presentation
.Present solution to customer demonstrating clear business value, engage in negotiations and close the deal
.Collect customer feedback after opportunity and conduct internal Post-Opportunity Review
.Maintain access to key target account stakeholders, position and continuously review business opportunity potential
.Prepare, conduct, and accompany handover
.to operations after closure, act as the customer's prime contact until handover to Operations/ Account Management is finalized
.Assemble input from opportunity team, prepare proposal and BCA
.Plan the sales process and coordinate the opportunity team throughout the sales process
.Collect and share knowledge and best practices (also cross-country)
.Act as an interface between customer and internal functions, collect and distribute required information
.Analyze collected data together with functional experts (Solution Design, IT, HR, Real Estate, etc.) and support solution development
.Independently design standard solutions (supported by functional experts)
.People management of the industry vertical sales and KAM teams
QUALIFICATIONS & COMPETENCIES
.Graduate or MBA in Marketing/ Supply-chain, with or without engineering background, with deep understanding of the Contract Logistics Business
.Relevant knowledge of sales & service solutions across the logistic value chain
.Strategic thinking & prospecting with excellent communication, team management & interpersonal skills
.Know-how of process flow diagrams, time & motion studies
.Good interpersonal skills, excellent team building capabilities, planning, co-ordination, and decision-making skills
.Demonstration of strong planning skills essential and good project management skills
.Strong desire to improve our service, products, and processes, with ability to drive continuous improvement.
.Ability to work across the business to implement and execute change.
.Ability to impact organization results through influence across organizational boundaries.
.Strong networker, influencer, and team player.

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