Lead vertical sales for bulk and ODC freight forwarding: own P&L, manage 10–12 key accounts, drive customer engagement, develop vertical value propositions, support sales pursuits, and foster cross-functional initiatives to grow revenue and pipeline hygiene.
Responsibilities
Delivery as per Vertical Budget and Team Engagement
- Deliver the sales budget for end-to-end freight forwarding
- Drive culture and initiatives to increase engagement with key customers
- Manage and grow 10 to 12 accounts directly in a Key Account Manager scope
- Manage cadence of meetings and conversations with internal & external stakeholders
- Own the P&L for the specific vertical and drive business growth
- Support customer engagement and relationship management
- Drive best-in-class pipeline hygiene and sales call governance with business associates
Customer Insights and Solutions (Value Propositions)
- Systematic gathering of vertical intelligence/insights (e.g.: studies, subscription based, trade shows)
- Systematic capture of identified vertical specific needs/insights from frontline and client engagements, building on segment insights
- Ideation and formulation of unmet future needs (including priority for vertical)
- Develop Vertical Value Propositions and define packages / integrated solution offerings (incl. pricing guideline) in collaboration with designated functional teams (e.g. Customer Insights, Sales Channels) and relevant Products
- Oversee that created Vertical value propositions deliver on the anticipated/envisioned contribution
Business Development and Growth
- Support Sales Team(s) through sponsorship of Key Pursuits – across value propositions, proposals and Customer meetings
- Act as Customer advisor where relevant: expand client SoW through leverage of senior level engagement
- Act as Growth Champion – always driving for expansion and challenging the organizational status quo or inertia
Building effective vertical communities within Adani Ports & Logistics
Qualifications- 10+ years in a customer-facing sales role within the freight forwarding or logistics industry
- Proven success in developing and winning new customer business through both personal and collaborative team selling efforts
- Demonstrated leadership experience
- Strong presence and ability to communicate and engage with key stakeholders across multiple levels of customer organization
- Able to achieve results through result-oriented strategy driven by teamwork and collaboration
- Ability to build strategic and consultative partnerships with customers while maintaining a strong sense of empathy
- Excellent influencing, negotiating and problem-solving skills
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