Lead the Chemicals & Poly vertical to meet sales budgets and P&L targets for freight forwarding. Manage and grow 10–12 key accounts, drive customer engagement, develop vertical value propositions, and support sales pursuits. Capture market insights, define integrated solutions and pricing, sponsor key deals, and foster internal stakeholder alignment and pipeline hygiene to accelerate growth.
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
- 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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