Consultant - B2B Sales - Logistics Domain - Consulting Firm - IIM/MDI/ISB/FMS

GENERAL SUMMARY :

The client is looking to onboard an external advisor on a B2B sales program which they are running with a niche logistics client in Mumbai. If it works out, he/ she can find other similar opportunities within the firm too. What we need should look like below

1. 5-10 years of overall experience

2. Experience with client-consulting projects in Big 4 accounting, other management consulting firms

3. Also preferred to have some experience in B2B sales

4. Pedigree preferably from Tier I b-schools (ISB, IIMs, XLRI etc.); can consider Tier II b schools too, if candidate is outstanding

5. Preferred location: Mumbai

ROLES & RESPONSIBILITIES :

You are responsible for :

- Coaching sales leaders to become independent sales coaches

- Being accountable for adherence to sales / funnel health score card of market

- Working within a global team of peers to improve sales excellence (strategy and deployment)

- Deployment of global and local sales training programs on sales behaviors and competencies

- Leading sales improvement projects in line with management team's top performance priorities

- Installing daily management and problem solving in Order In Take and Funnel Health

- Acting as the Subject Matter Expert to bring targeted solutions (data and analytics) as a result of problem solving activities

- Coaching top opportunities at risk, by applying customer focused selling (CFS) tools & techniques

- Driving Sales Effectiveness Programs / Kaizens in Health System & Personal Health to build capability / competencies of our commercial teams in both B2B & B2C.

- Driving & supporting Go to Market initiatives in the market for optimizing our Business

- Building business relationships with current and potential clients

- Maintain and manage the financial forecast and cost module projections for new business submission.

- Undertake cross selling and up selling within existing customer base to further develop account potential through value added products.

- Manage and coordinate all commercial activities of defined vertical group of customers with the customer service team, in line with the company's short and long term results & targets.

- Undertake sales presentations to customers and business communities to present to the company and its products and services.

SKILLS AND ABILITIES :

- Mandatory 7-8 Years of Experience

- Logistics /Transportation, SCM Domain exp a plus

- Proven work experience in handling government stakeholder, logistics domain

- Multitasking and oversight experience

- Familiarity with business and operation's principles and practices

- Basic IT skills (MS Office etc.)

- Strong problem solving skills and willingness to roll up one's sleeves to get the job

- Skilled at working effectively with cross functional teams in a matrix organization

- Excellent written and verbal communication skills

- Ability to effectively communicate with all levels of the organization

- Leadership and organizational skills