Head - Business Development - Transportation/3PL

Propella Consulting Group is an exclusive Executive and Turnkey Project Search firm. Formed in 2009, Propella has grown to be a trusted search partner to multiple fortune 500 clients in various industries.

We are presently hiring for our client which is a global leader in the Logistics industry.

Role : BD Head (Regional)

Position : 2

Location : Mumbai and Delhi

Key Activities:

- Develop and leverage constructive relationships within target accounts to gain access to key decision makers and establish coach network

- Continuously review business potential and identify potential business opportunities

- Conduct research meetings with the customers and leverage coach network to understand the customer's organization, requirements and business objectives

- Present solution proposal and business fit to decision makers, engage in negotiations and close the deal

- 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 sector/ geography>

- Draft vision and target for assigned target accounts

- Conduct research on strategically prioritized areas, sectors and target accounts < within sector/ geogaphy> 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

- Maintain access to key target account stakeholders, position COMPANY and continuously review business opportunity potential

- Prepare, conduct and accompany handover to operations after closure, act as the customer's prime contact until handover to Operations/ Account Management is finalized

- Assemble input from opportunity team, prepare proposal and BCA

- Plan the sales process and coordinate the opportunity team throughout the sales process

- Collect and share knowledge and best practices (also cross-country)

- Collect and review input from opportunity team (e.g. HR, IT, etc.), ensure quality and commercial standards are met

- Act as an interface between customer and COMPANY internal functions, collect and distribute required information

- Analyze collected data together with functional experts (Solution Design, IT, HR, Real Estate, etc.) and support solution development

- Independently design standard solutions (supported by functional experts)