DTDC - Major Accounts Management Role - Auto Eng Vertical

Role Summary :

- Responsible for achieving the revenue targets

- Leading and overseeing activities of the major accounts department

- Providing strategic guidance & developing industry-leading solutions

- Providing Integrated Solutions to the customers (involving 3PL, Express, LTL & E-com verticals)

- Work along with the Zonal Leadership team of the company & the Field Sales Team in a Matrix Environment

- Develop Relationship with Industry bodies like CII, Invest India, etc

- Delivering promised service to the customer with cross-functional help.

- Help & guide the team map the entire Supply Chain Requirements of designated Major / Strategic customers.

- Connect & maintain relationships at the CXO level

Key Responsibilities :

Leadership :

- Own the major account planning process and develop performance objectives, sales targets and milestones for weekly/monthly/annual periods

- Formulate the departmental vision and values and oversee their adoption, hence, forming the department's working culture

- Assist in the execution of duties of the team members where necessary Strategic

- Drive and develop account-specific growth strategies and approaches along with the team

- Develops solutions that best address consumer needs in coordination with the support functions

Relationship management :

- Build strong and long-lasting relationships with consumers through the creation of long term planning and understanding

- Develop industry relationships with external stakeholders in order to ensure that the business receives constant leads on potential key clients

- Develop and maintain healthy relationships with leadership in order to guarantee smooth delivery of service

- Engage in events, seminars, industry groups & bodies and ensure that offerings remain up to date with the latest best practices in account management

Operational :

- Hold direct responsibility of the highest value strategic accounts and associated revenue targets

- Achieve department's assigned targets for profitable sales volume and business's overall objectives

- Work with the HR team to establish recruitment criteria, conduct interviews, and onboard individuals best suited to deliver on departmental goals

- Develop and drive the adoption of sales processes within the major accounts team

- Mentor & train the team, constantly honing their skills and consequently developing the second line of leadership

Analytics :

- Conduct research and gather data on the consumers, the market, and the competitive environment in order to identify key improvement areas in account maintenance and management

- Develop and implement performance benchmarks and troubleshoot performance gaps of cross-functional teams in collaboration with the respective leadership

- Measure the department's performance, identify areas of improvement and implement findings

Desired Knowledge and experience:

Qualifications - MBA - Sales & Marketing from a premier institute

- Minimum 4-6 years of experience, preferable within logistics/3PL supply chain/express with significant experience in customer management and new business acquisition

- Experience in marketing will be preferred

- Operational Knowledge & Hands-On Experience will be an added advantage.