Job Title: Assistant Manager - National Enterprise Sales Band: 3
Reports to: Business Head - Sales
Function: Commercial
This role is responsible to develop relationships with large national and multinational businesses. Understands supply chain environment in various industry segments to introduce customized solution. He/She will be responsible for generating new business by managing business relationships between company and designated National Enterprise Accounts. He/She executes business plans through meeting and exceeding sales and revenue goals. This position leads service and sales activity across company portfolio of products and services, including Freight, Package, Forwarding, and Distribution. He/She drives business growth through solution development, customer-facing communications, contract development, value creation, and negotiation.
JOB ROLE & RESPONSIBILITIES:
Executes Business Plans
- Executes the business plan through the identification and development of sales opportunities to ensure business plan objectives are achieved.
- Collaborates with cross-functional groups to understand internal/external customer requirements, promote service offerings, and provide sales support.
- Prepares and delivers customer facing presentations to position company solutions and value propositions to customers.
- Develops and implements sales strategies to penetrate existing accounts and drive additional streams of revenue.
- Provides knowledge and understanding of company capabilities to respond to general and specialized customer requests.
Maintains Book of Business
- Builds roadmaps that support sales execution (e.g., product mix, etc.) across company business units to develop timetables for delivery and achieve the business plan.
- Maintains contract compliance to ensure elements of contracts are being followed by both company and the customer.
- Manages the contract renewal process to ensure new contracts are negotiated prior to the expiration of existing contracts.
- Utilizes the sales administration tool to manage customer information and provide account status to Sales teams.
- Maintains and monitors customer information and account performance data for Freight, Package, and Forwarding and Distribution to track sales performance against sales objectives.
- Utilizes Business Information and Analysis reporting tools to assess account performance analysis
- Participates in ongoing training to learn about new products and services.
- Build strategy that supports sales penetration on regional level along with secondary sales alignment
Maintains, Shares, and Leverages Competitive Knowledge
- Shares competitive information internally (e.g., Small Package counterparts, annual group sales meetings, etc.) to increase knowledge of the competitive landscape.
- Monitors and tracks competitors to gain competitive intelligence (e.g., business models and strategies, etc.) to be used in engaging prospects and customers (e.g., service and product comparisons, creating customer solutions, etc.)
- Remains current on industry news (e.g., industry associations, trade magazines, etc.) to understand marketplace changes and trends.
Initiates and Builds Customer Relationships
- Cultivates strong partnerships with customers to achieve higher share of wallet, coordinate account strategies, and support company goals.
- Serves as point of contact between customers and Sales management teams to deliver programs and leverage company’s products and services.
- Drives value across the customer enterprise with the help of relationship management and providing value add solutions.
- Manages customer expectations to increase scope of penetration within each account.
- Manages multiple customer decision-maker relationships, including C-level, to ensure business continuity.
Builds Internal Relationships
- Partners with cross-functional groups to create customized enterprise solutions for customers and to maximize revenue and profit through new opportunities.
- Collaborates with cross function to establish performance to SLA. Coordinate to develop solutions and meet & exceed the expectations of the customers.
- Communicates customers' needs to internal stakeholders and local region operations during the solution build-out phase to hold internal partners accountable for implementing and maintaining solutions as designed.
- Cultivates cross-functional relationships and involves other Sales resources (e.g., Freight, Customer Solutions, etc.) to provide expertise as needed in helping customers create an efficient supply chain and demonstrates quantified value.
Creates Strategies for Accounts
- Applies a strong understanding of customers' business models and structure to outline appropriate sales processes for developing comprehensive pricing strategies and proposals.
- Demonstrates an understanding of the customer supply chain across multiple industries and uses this knowledge to develop relevant account strategy that address customer issues/opportunities and create value for the customer.
- Coordinates project schedules with deadlines to deliver successful implementations.
- Forecasts and plans for customers' long-term business goals to position product and service solutions that will meet their future business needs.
- Manages complex projects with the help of well-coordinated operations plan. Close monitoring of day-to-day events, assess the success and consolidate the findings.
SKILLS AND KNOWLEDGE REQUIREMENTS
- Experience in managing enterprise level customer relationships.
- Skill to assess the customer needs, challenges and to create a need gap analysis.
- Deep understanding of industry specific supply chain environment.
- Knowledge of CRM software and Microsoft Office Suite.
- An ability to understand and analyze sales performance metrics.
- Customer service attitude with excellent negotiation skills.
Educational Qualifications:
Bachelor’s Degree
Preferred: MBA with a diploma/certification in Supply chain management
Relevant Experience:
- Minimum 7+ years in Business Development /Sales experience in Logistics Industry.
- Minimum 5 years in Key Account Management
- Must have proven track record of managing large national or multi-national accounts.
- Should be confident to take up an Individual Contributors role with shared secondary teams support.
Competencies
- Serve and Delight your customers
- Collaborate and Partner with others
- Nurture Innovation, Lead Change
- Engage, Inspire and Develop people
- Think like an entrepreneur
