Sales Manager - North - Freight Forwarding Firm

Must Industries:

Freight Forwarding - Managed a business for Ocean, Air, Import and Export.

Sales Strategy and Planning

- Identify and segment the target customers based on their revenue contribution to the business and grow large customers to support the business growth

- Responsible for collaborating with various functional heads and driving the service offerings catalogue of the organization

- Identify and develop various avenues/mediums/forums for promoting the organization and the service / product offering

- Develop and maintain strong bonds with strategic & overseas partners to foster strong business relationships (up sell / cross sell)

- Ensure quality solutions are provided and value is generated from all RFQ/RFP activities.

- Monitor assigned accounts to ensure that all contractual requirements are met and manage all activities and projects within these accounts.

Sales P&L Responsibility

- Meet the GP targets assigned for the region as per budgets.

- Manage credit limit, credit period & DSO.

- Follow-up & ensure timely collection of payments as per SLA.

- Monitors market trends & competitor activity in order to identify new business opportunities (new markets, new product line, new verticals, etc.

Relationship Management

- Track, respond to, and resolve customer issues and requests in a timely manner.

- Work with Operation Managers to ensure a high level of customer service is maintained.

- Sales MIS and Client Servicing

- Furnish sales updates and weekly sales reports to the Regional Director

- Prepare presentations for new customers as well as review presentations for existing customers.

- Sales discipline, process management, timely reporting by team etc.

- Maintain customer data base for both existing as well as prospective customers.

Team Management

- Drive the regional sales team to ensure a strong brand orientation and sales consciousness.

- Selects, recruits and continuously reviews the performance of Sales key staff, promotes the development of talent and initiates business unit specific training needs.

- Review the sales team performance based on the productivity and take corrective action to maximize sales productivity

- Identify attract and deploy the right talent based on business requirement and budgets allocated

Data Quality Management

- Ensure timely usage of CRM Tool Sugar

- Responsible for periodic review of the usage and on time feedback to the team to use the tool

- Guide and mentor satellite office

Financial Targets

- Meet the GP targets assigned for the region as per budgets.

- Monitors market trends & competitor activity in order to identify new business opportunities (new markets, new product line, new verticals, etc.

- Responsible for cross selling and deep selling, new customer acquisition

- Responsible for market coverage and increase in overall foot print