DGM - Business Development & Key Accounts - 3PL

Hiring for a leading 3PL company

Job Summary

- Leverage offerings for identified clients that create a long-term business relationship which are large in deal size and guarantee sustainable business.

- Development and closing of opportunities that involve a wide range of services such as Transport Desk Management, Warehousing Management and In-plant management.

Functional Competencies

1. Sales funnel generation across identified accounts at individual/ team level

2. Sales booking across identified accounts at individual/ team level

3. Revenue generation across identified accounts at individual/ team level. Support billing and cash collection across identified accounts.at individual/ team level

4. Past experience of leading sales teams with reputed companies of similar size and scale

5. Proven experience in managing sectors/regions and customer relationships with large accounts

6. Previous experience of target oriented sales role with reputed companies of similar size and scale

7. Creation and maintenance of relations with decision making points in various target client companies.

Key Responsibilities

- Identifying and capturing growth opportunities:

- Responsible for business development at new accounts and account penetration at existing accounts

- Responsible for accentuating the Large Deals in the sales funnel of Vertical sales heads.

- Debottlenecking internal processes for faster conversion of large deals.

- Negotiating contracts to deliver target gross margin for every product line

- Conducting opportunity assessment for large accounts (existing and new) in the clientele list

- Develops action driven account plans for all strategic customers with objective of becoming a full service supplier - for a 12-24 month horizon

- Develops high level relationships with the Large Deal accounts to sell new business and monitors SoW increase

- Develops deep understanding of current and future customer needs

- Identify new ways of adding value to accounts

- Proactively works with customers in defining bid specifications

- Maintaining customer relationships:

- Manage contract renewal and stakeholder relationships

- Assist in assembling right team/resources and coordinates delivery of onsite service at negotiated margins

- Reviews account performance regularly and suggest interventions to improve service delivery/profitability

Other responsibilities:

- Participate in regular interactions with solution design and operations head to get updates on improvements in capabilities etc.

- Coordinate the various internal stakeholders for smooth conversion and servicing of the Large Deals