Regional Head - Sales - 3PL Transportation Services

JOB DESCRIPTION

- The position is responsible for leading complex solutions; developing and implementing strategies with vertical and competitors; and formalizing plans.

- The selected candidate will ensure the core business is being maintained while working across the organization to build new opportunities, diversify and grow the revenue base and ensure viable options are in place for the long-term.

- Serving as a key member of the senior management team, the selected candidate will drive value-creating insights, recommendations, and solutions across multiple projects, and communicate with senior executives to develop and implement selected courses of action.

- Prior experience with sales of 3PL transportation services is a priority.

- Develop trust relationships with a portfolio of major clients to ensure they do not turn to competition

- Consistently acquire a thorough understanding of key customer needs and requirements

- Expand the relationships with existing customers by continuously proposing solutions that meet their objectives

- Establish relationship with clients and provide high standard of customer service continually.

- Analyze through MIS reports and gathered market intel to make informed decisions that enable sign off on key opportunities.

- Focus on growing the following products -

- Need Based / Critical

- End to End (E2E)

- Supply Chain Lab - Solutions

- RFQ / Project

- Give a rundown of the level of competition and general market activities on a fortnightly basis to the Group Director.

- Give up-to-date information relating to customer activities and create a position to be the first to know

- Develop a deep understanding of the technical and business challenges that clients face, then identifies opportunities to increase sales of related products and services.

- Monitor and analyze competitor activities to assess threats and share with the management / leadership on a weekly basis in reviews

- Be an active participant of MBR and QBR with customers to document and measure performance as well as scope for enhancement of business relationship.

- Identify/qualify customer's needs and assist with solutions for all transportation and storage projects and potential projects.

- Compile accurate, complete, and detailed information to be able to present to corporate for analyzing and quoting proposals. RFP's and RFQ's.

- Meet current customers and identify and meet potential customers to explore both existing and new opportunities for both inbound and outbound freight and storage opportunities.

- Identify current logistical processes that customers utilize to better understand their needs. i.e. spotted trailers, switching service, shipping/receiving hours, number of docks, commodities, utilization of brokers, palletized, etc.

- Develop and nurture relationships with customers; develop new business opportunities and service offerings and participate in logistics associations such as ISCEA, CII, CSCMP, or other similar organizations as well as organizations such as the Chamber of Commerce, Economic Development (in the appropriate areas), etc.

- Continually learn new industry knowledge and acquire better selling skills. Keep abreast of competition, competitive issues, and markets for the transportation and warehouse and distribution industry.

- Help determine credit worthiness and do a basic due diligence of new customers and communicate credit requirements to new customers and assist with budget projections for responsible operations. Additionally, you will assist the Group Director in developing the AOP and long term strategic plans.

- In-sourced resource. This will require some

- Negotiating warehouse / 3PL, transportation, Supply Chain Lab, contracts

- Provide advice/opinion in the design and development of continuous improvement and productivity metrics.

- Aid in the development of new training and/or re-training programs.

Participates in the development of department goals and objectives; recommends, implements, and administers policies and procedures to enhance operations.

- Bachelor degree in Business or Operations Management is required; MBA preferred

- 10+ years of business development or sales experience

- Only executive level candidates will be considered

- Demonstrated success in selling 3PL transportation services to manufacturers in the industrial, automotive, technology, chemical, and consumer packaged goods industries

- Excellent communication and presentation skills and expertise in consultative selling methods

- Ability to diligently manage a sales pipeline of prospects and multiple business development proposals

- Proactively hunts new business from industry leads and market research

- Must be collaborative, an innovative thinker, decisive, a strong results orientation and strategic in thinking and approach

- Position can be based regionally and this will dictate the amount of travel required. On average 50%

- Ability to lead projects follow up with assigned staff including organizing, prioritizing, and scheduling work assignments.

- Ability to foster a cooperative environment.

- Good working knowledge of common warehouse, trucking and freight management practices.

- Proven experience in Sales and Relationship Management with a Can do it and with a knack for Selling, Nurturing and problem solving.

- Relevant industry background gained from a competitor or company in a related industry would be an advantage.

- Excellent people skills and an ability to build relationships with people at all levels.

- Proven track record of building business and not shying away from targets.

- Experience in sales and providing solutions based on customer needs

- Ability to develop sales strategies and use performance KPIs

He or She would possess strong planning and analytical skills.

LOCATION - Chennai

EXPERIENCE - 15-20 Yrs

EDUCATION - Industrial Engineering or Graduate in Economics or Commerce

- Post-Graduation would be preferred