Damco - Vertical Head - Industrial

Position Summary

This position is expected to strategize and execute a business plan focused on vertical aligned to the regional business strategy. The incumbent will work in tandem with the regional and corporate commercial team to deliver on the targets for the region. He/ She will also be responsible for expanding business and provide customised solution basis “expertise” in the vertical.

Job Responsibilities

Business Strategy

- Design a regional business plan for the vertical by mapping available local and global opportunities.

- Develop a data-base of potential customers within the region.

- Develop industry specific solutions for the region.

- Responsible for creating a compelling value proposition for the Industrial Vertical -assisted by Marketing

- Maintain minimum profitability requirements

- Establish DAMCO as a best service provider for the Industrial Vertical.

- Maintaining Profit margin in budgets.

- Conducting Competitor Analysis by keeping abreast of Market Trends & achieving market share metrics.

- Ensures that legal and statutory norms are adhered to as per local procedures.

- Identifying and networking with financially strong and reliable dealers and channel partners, resulting in deeper market penetration.

- Ensures that legal and statutory norms are adhered to as per local procedures.

- Developing sales across products AIR , OCE, LSS within the vertical – Integrated selling

Customer Mapping

- Develop and foster culture of customer satisfaction

- Updating and Reporting MIS regularly.

- Develop / expand existing database of customers

- Work closely with regional sales team to provide specific input on the customer.

- Analyse possibilities of landing global a/c’s (record)

- Attend Monthly/ Quarterly/ Annual review with customers

Stakeholder Management

- Regional and corporate sales department

- Operations

- Key accounts

- Procurement

- Implementation product manager

Key Performance Indicator

- Total CM1 & volume of vertical , ensure balanced portfolio from 3 regions

- Creating branding / marketing /Sales kit along with essential product development. This also covers identifying training needs in the organisation as needed

- Min 10 customer meeting in 45 days cycle in all 3 regions with visible follow up through CRM. Regular CRM review and discussions

- Ensure optimal product mix on all corridors, 1:3 teu/ton ratio

Skills Required

Education:

- MBA or Post Graduate in Management

Experience:

- Minimum 8 to 15 years of experience from the relevant background.

Language:

- The position requires excellent English in written and verbal communication skills.

Others:

- Strong Networking and Negotiation skills

- Proven business analysis and judgment with the ability to proactively manage business strategies

- Strategy development, project management, problem solving, and change management skills.

- Ability to build positive working relationships, both internally and externally.

- Ability to effectively present information and negotiate with all levels of management

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