Purpose of the position :

- To Target and close the top accounts operating in India with big volumes.

- To approach and develop the accounts targeted by corporate sales and in line with strategy of corporate sales department.

- To formulate target pipeline based on min. potential of Jobs, GP & Volumes mentioned below, listed corporate logos having National & Global presence.

- Structured sales process on approved pipeline.

- Secure and maintain the account with defined process.

- Predefined National & Global Corporate Companies having multi-location presence across INDIA/Globally will be part of Corporate Sales portfolio

Key Tasks :

Business Development :

- Identification and building pipeline with selected National & Global accounts.

- Corporate Sales shall work with listed National & Global accounts in collaboration with GCO's globally

- It is required to maintain target list with basis of National and Regional approach.

- Structured sales approach will be maintained on given pipeline with clear profiling, probing, building relationship with the client, involving resources with various departments/levels.

- Conversion of account from target pipeline and on-boarding.

- Once account on board, set up SOP, implementation in co-ordination with internal stake holders (Ops/CS/Fin etc.) and lead the account transition through a coordinated implementation plan with stake holders

- Review the account growth with regular interval along with operations.

- Achieve targeted KPI with these accounts in terms of volumes and profitability.

- To ensure a mutually signed-off SOP is in place with client & organization within 15 days of account on boarding

- Responsibility of collections as per credit terms agreed

Decision Making Authority :

Authorities as delegated by the General Manager - Corporate Sales and Regional Head, in accordance with DSV standards and guidelines

Function/Market & Industry Knowledge/Business Acumen/Process working

- Good knowledge of our products and exposure towards large National/Global accounts

- Good knowledge of procurement and capacity management for air and ocean Profound knowledge markets trends and opportunities in various

Skills & Competencies :

- Ability to propel a multi levelled approach involving key stakeholders towards greater interest of the company.

- Ability to comfortably navigate with persons in charge at the target clients and elevate the approach upwards, ensuring broader contact & relationship with higher level decision makers and accelerate business partnership.

- Ability to tune-up to defined sales approach with persistency and business acumen.

Educational background / Work experience

- 5 years of work experience (minimum)

- Gathering and analyzing of market data (various industries)

- Worked in an international company within a matrix organization

- MBA or Equivalent

Language Skills

- Fluent in English (written and spoken)

- Other languages (written and spoken) preferred

Computer Literacy

- Good knowledge of Microsoft- Office Software (Excel-, Word, PowerPoint- and others)

- Good knowledge of Customer Relationship Management tools, Microsoft Dynamic Tools

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