All India Head - Business Development/Customer Acquisition - Contract Logistics

JOB PURPOSE

The role involves driving the Business Development / Customer Acquisition for Contract Logistics vertical.

Ensuring customer delight by offering them a world-class service experience, retaining customers and maximizing per-customer revenue by up-selling premium solutions would be the main focus area.

KEY DELIVERABLES

- Drive the customer acquisition strategy through consultative selling and building new relationships with the CXOs/MDs and also through nurturing existing customer relationships.

- Responsible to deliver Budgets and P&L with an expected level of gross margin.

- Grow the top-line of the business exponentially and ensure profitability by managing the cost of acquisition/ Cost of servicing and overheads.

- Develop & execute the annual operating plan - revenue & cost planning and forecasting.

- Analyze customer feedback, draw business intelligence, review benefits of core services being offered and ensure high client satisfaction level.

- Set up a system that delivers high customer retention.

- Improve the efficiency & effectiveness of customer complaints resolution system.

- Developing performance metrics, incentive structure and monitoring key parameters to increase the overall productivity of the BD / KAM team.

- Work meticulously with the Solution Design team to customize client requirements and optimize deliverables.

- Hire, train & retain a team that is customer-centric and has a consultative selling approach.

- Leading a Corporate Sales team of Sales Managers to acquire Indian and large MNCs customers.

- Key Account Management: Taking care of a set of Regional and National Key accounts and ensuring proper engagement and relationship management. Ensure Maximum wallet share and retention.

- Must understand and negotiate a profitable pricing structure and service-level agreement that will increase the company's - share of wallet- in the warehousing and logistics industry.

Technical Skills

- IT savvy & process orientation

- Data analytics

- Knowledge of WMS / TMS platform

- Business Skills

- Leadership Skills

- Ability to Build Partnerships

- Analytical skills / problem solving ability

- Customer orientation

- Teamwork ability

- Holistic Thinking approach

- Positive Thinking ability

- Cost consciousness

- Team handling abilities

- Ability to handle stress