Mahindra Logistics - Senior Sales Manager - ShipX

Role : Senior Sales Manager - ShipX

To Sell the ShipX technology platform to multiple players in the Indian Transportation and Logistics sector. This will include Transporters of varying sizes (Revenue of INR 10 Cr upwards); Enterprises with significant Transportation spend - that ship goods across industry types; Logistics Service Providers and Third Party Logistics companies.

Critical role expectations:

Lead Hunting:

- Individual should have credible and meaningful contacts at decision-making levels in the Indian industry, and where this is not present, should demonstrate ability to cultivate the same. Individual should be able to converse with decision-makers in Technology and Operations functions in the T&L sector. Individual should learn to be articulate with Transportation and Logistics domain knowledge in general, and the ShipX value-proposition, in particular, in a very short time-span.

Problem Scoping: 

- Individual should have exceptional listening skills and should be able to understand and/or abstract business problems of the leads/prospects and articulate to ShipX internal team and the prospect, how ShipX can address such business problems. Individual will work closely with ShipX Pre-sales and management team to prepare the business value proposition of ShipX which can include a working demonstration of the product. For small to medium sized Transporters, individual should be able to run pre-configured/canned product demonstrations very rapidly with minimal support of ShipX support team.

Commercial Engagement: 

- Individual can rapidly qualify-in/qualify-out prospects and where qualified-in, conduct commercial negotiations with prospect to close deals.

 Post sign-up Customer Management: 

- Individual can assess customer satisfaction, has a pulse on customer needs and issues and will keep in regular touch with customers to see that their needs are being addressed meaningfully. This is a critical requirement for cross-sell/up-sell account-mining.

Managing Customer - Reseller Networks : 

- A lot of the Small to Medium Transporter sales is likely to be based on referrals and recommendations by existing customers. The Sales manager should be able to build and manage such a network of Customer-Resellers.