e-Trio - Senior Sales Manager - Key Accounts

Company Brief :

Founded in 2017 with the vision to "lead cargo fleet electrification" Etrio is transforming environment, lives and businesses and drive EV adoption in the country.

Over the years, Etrio has transformed from being a retro-fitment pioneer to a leading Cargo EV OEM. Today, the company's product portfolio has a wide range of electric vehicles across payload ranging from 350 kg to 700 kg across three Wheeler and four wheeler segments. Etrio has already deployed 500+ electric vehicles all across India, with its vehicles already having travelled more than 1 million miles on Indian roads. Etrio has gained the trust of several leading e-commerce and logistics players such as Amazon, Flipkart, IKEA, Big Basket, Delhivery, LetsTransport, Amplus Solar, Gati, and many others to support them in electrifying their fleet.

Etrio, along with 5 other reputed OEMs in India, has also recently won a tender floated by State-run Convergence Energy Services Ltd's (CESL) to procure 1 lakh electric three-wheeled vehicles.

Currently Etrio is present across six states in the country through its dealership network and will be present across ten states by FY22.

Position: Senior Sales Manager- Key Accounts

Description:

Sr. Sales Manager- Key Accounts will be driving the acquisition and retention of key accounts to drive business growth for Etrio. He/ she will be responsible for meeting the volumes and revenue goals set while managing the client lifecycle and delivering differentiated client experience.

Key Job Responsibilities:

The key roles and responsibilities of this role shall be across client acquisition and key accounts growth and retention.

Client acquisition & Business Development

- Identify key market segments and applications including e-commerce, FMCG, logistics etc for sourcing new clients

- Generate new leads by developing networks and through events, visits and other relevant resources for sales and business development.

- Assess the lead potential for conversion into key account by analyzing founder background, business scale and future plans

- Influence client stakeholders and collaborate with internal departments to create compelling Etrio value proposition across product, service, and client relationships

- Apply a consultative solution-sales approach, prepare customized commercial proposals and tailor conversations to the specific needs of the individual prospects

- Complete account mapping & Profiling wrt business potential, competition mapping, procurement mapping

Key Accounts Growth and Retention

- Maintain and leverage on alliances and relationships, to further the organizations interest

- Drive client lifecycle management as the SPOC to drive delight, create business impact and build clients as advocates

- Build deep relationships across the client organization and earn trust by demonstrating integrity & professional competence

- Collaborate with internal stakeholders in defining solution oriented approach for the client and oversee alignment of client engagement strategy with business objectives

- Develop and review strategies to enhance customer contribution & wallet share and engage with multiple stakeholders for incremental business opportunities

- Develops negotiating strategies, examining risks and potentials, estimating client's needs and goals.

- Build a strong client complaint resolution mechanism by putting in place client escalation management internally

- Build strong market intelligence by collection competition information

Sales Deliverables

- Achieve sales volume and revenue targets as per the business plan set

- Increase Retention rate, revenue growth, and relationship growth in Key accounts

- Devise strategies to improve on TATs on payments

Qualification & Experience:

- 7-10 years of total relevant experience including strong B2B and Key Account Management experience

- Having basic knowledge of last mile delivery and various delivery models is an added advantage

- Exposure to logistics/automobile or related industry will be highly preferred

- Demonstrated career growth in past organizations with a proven track record for contribution to business growth in terms of volumes and revenues.

- Should be well versed in sales in Mid & Large Enterprise Segment

- Qualification - MBA/Engineer from a reputed institution

Key Capabilities:

- Interpersonal & influencing skills

- Communication skills & Executive presence

- Strong consultative selling skills

- Achievement orientation

- Loves to travel

- High contact network

- Basic financial acumen

- Key Process knowledge

- Proficient in MS Office

- Intense customer focus & retention

Compensation:

The final compensation shall be based on the candidate's potential, experience & background.