Job Description

Delivery as per Vertical Budget and Team Engagement

• Deliver the sales budget for end-to-end freight forwarding
• Drive culture and initiatives to increase engagement with key customers
• Manage and grow 10 to 12 accounts directly in a Key Account Manager scope
• Manage cadence of meetings and conversations with internal & external stakeholders
• Own the P&L for the specific vertical and drive business growth
• Support customer engagement and relationship management
• Drive best-in-class pipeline hygiene and sales call governance with business associates

Customer Insights and Solutions (Value Propositions)

• Systematic gathering of vertical intelligence/insights (e.g.: studies, subscription based, trade shows)
• Systematic capture of identified vertical specific needs/insights from frontline and client engagements, building on segment insights
• Ideation and formulation of unmet future needs (including priority for vertical)
• Develop Vertical Value Propositions and define packages / integrated solution offerings (incl. pricing guideline) in collaboration with designated functional teams (e.g. Customer Insights, Sales Channels) and relevant Products
• Oversee that created Vertical value propositions deliver on the anticipated/envisioned contribution

Business Development and Growth

• Support Sales Team(s) through sponsorship of Key Pursuits – across value propositions, proposals and Customer meetings
• Act as Customer advisor where relevant: expand client SoW through leverage of senior level engagement
• Act as Growth Champion – always driving for expansion and challenging the organizational status quo or inertia

Building effective vertical communities within Adani Ports & Logistics

• 10+ years in a customer-facing sales role within the freight forwarding or logistics industry
• Proven success in developing and winning new customer business through both personal and collaborative team selling efforts
• Demonstrated leadership experience
• Strong presence and ability to communicate and engage with key stakeholders across multiple levels of customer organization
• Able to achieve results through result-oriented strategy driven by teamwork and collaboration
• Ability to build strategic and consultative partnerships with customers while maintaining a strong sense of empathy
• Excellent influencing, negotiating and problem-solving skills