Assistant Manager - National Enterprise Sales

JOB ROLE & RESPONSIBILITIES:

Execute Business Plans

• Execute the business plan through the identification and development of sales opportunities to ensure business plan objectives are achieved.
• Collaborate with cross-functional groups to understand internal/external customer requirements, promote service offerings, and provide sales support.
• Prepare and deliver customer facing presentations to position company solutions and value propositions to customers.
• Develop and implement sales strategies to penetrate existing accounts and drive additional streams of revenue.
• Provide 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.
• Manage the contract renewal process to ensure new contracts are negotiated prior to the expiration of existing contracts.
• Utilize the sales administration tool to manage customer information and provide account status to Sales teams.
• Maintain and monitor customer information and account performance data for Freight, Package, and Forwarding and Distribution to track sales performance against sales objectives.
• Utilize Business Information and Analysis reporting tools to assess account performance analysis
• Participate 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

• Share competitive information internally (e.g., Small Package counterparts, annual group sales meetings, etc.) to increase knowledge of the competitive landscape.
• Monitor and track 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.)
• Remain current on industry news (e.g., industry associations, trade magazines, etc.) to understand marketplace changes and trends.

Initiates and Builds Customer Relationships

• Cultivate strong partnerships with customers to achieve higher share of wallet, coordinate account strategies, and support company goals.
• Serve as point of contact between customers and Sales management teams to deliver programs and leverage company’s products and services.
• Drive value across the customer enterprise with the help of relationship management and providing value add solutions.
• Manage customer expectations to increase scope of penetration within each account.
• Manage multiple customer decision-maker relationships, including C-level, to ensure business continuity.

Builds Internal Relationships

• Partner with cross-functional groups to create customized enterprise solutions for customers and to maximize revenue and profit through new opportunities.
• Collaborate with cross function to establish performance to SLA. Coordinate to develop solutions and meet & exceed the expectations of the customers.
• Communicate 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.
• Cultivate 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

• Apply a strong understanding of customers' business models and structure to outline appropriate sales processes for developing comprehensive pricing strategies and proposals.
• Demonstrate 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.
• Coordinate project schedules with deadlines to deliver successful implementations.
• Forecast and plans for customers' long-term business goals to position product and service solutions that will meet their future business needs.
• Manage 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.