Head - Business Development - Contract Logistics - West & East

BD Head-West & East (Contract Logistics)

Role - Head BD West & East

Location - Mumbai

Industry - Contract Logistics

Experience - 15+ years

Purpose- Drive business and growth agenda West and East through the pro-active identification, assessment, pursuit and win of new sales opportunities in addition to effective management of RFQ opportunities

- Grow the business within current key strategic clients, new services for existing clients to increase market share

- Ensure service levels are met in line with contractual commitments

- Investigate and review key customers supply chain needs and identify where COMPANY can best apply value

- Develop teams across the region, where required, in growing relationships and new business with Sector accounts in the region

- Collaborate with internal functions that support the sales process (Solution Design, operations, HR, IT, Real Estate, Legal, Finance, etc.), gather required input and coordinate actions

- Work in close cooperation with customer operations teams (ensure quality, improve performance)

- Facilitate knowledge/ best-practice sharing between COMPANY community within west and east region

- Draft vision and target for assigned target accounts

- Conduct research on strategically prioritized areas, sectors and target accounts in West and East to identify potential areas for business opportunities

- Pro-actively identify opportunities within target accounts and answer incoming RFQs

- Map and assess stakeholders within assigned target accounts

- Conduct internal + external research to identify customer's supply chain requirements and business objectives

- Conduct opportunity assessment for identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with COMPANY capabilities

- Identify COMPANY's value proposition and high level solution parameters based on customer requirements

- Develop a structured plan on how to win the opportunity (win-plan)

- Identify and assess business fit of customer with COMPANY and develop convincing business fit presentation

- Present solution to customer demonstrating clear business value, engage in negotiations and close the deal

- Collect customer feedback after opportunity and conduct internal Post-Opportunity Review