Roles &Responsibilities:

This role will be accountable to develop, implement and execute go to market strategy for fast changing CFS landscape. Achieve the sales targets set as a part of the CFS & ICD vertical, execution should be consistent with new business initiatives and objectives specified by the management to be best in class.

Key role and responsibilities:

- Create an effective team to achieve CFS sales strategies and personal relationship with key resources and touch points across assigned client base to facilitate and ensure client satisfaction, business retention and future opportunity developments

- Analyse competitors & develop sales approach accordingly.

- Aligns to the mission and vision of the CFS sales strategies and develop value based selling as a sales culture

- Continuously work on developing new sales strategies to target clients (Shipping lines, Forwarders, CHA & Consignee) as per the targets set

- CFS Sales team to foster a business-oriented culture and mind-set driven by continual service improvement initiatives.

- Define, develop and manage a comprehensive and integrated CFS landscape, based on best sales strategies and practices across locations

- In conjunction with VP-BD, set monthly, quarterly and annual volume targets based on individual client's total volume and the market share required by the CFS

- Weekly and monthly review targets and business forecasts taking into account any material change in the clients business pattern and / or circumstances likely to impact volume expectation

- Monitor variance of actual v/s targeted volume on weekly basis along with the team members

- Participates in the assessment of external and internal sales capabilities required to achieve desired competitive positioning in the market for CFS sales as well cross-selling opportunities

- Design strategies to retain the existing potential customers and focus on high profit margin

- Ensure that pending outstanding is collected within the stipulated time guidelines

- Conduct regular client visits to ensure that customer issues are addressed well with effective solutions to maintain a high customer satisfaction.

- In case of any major developments, circumstances or incidences likely to impact the CFS business, immediately notify the concerned clients to ensure that there is no loss and required action is taken well in advance

- Periodically attend and participate at key seminars and conferences as a means for business development, lead generation and to increase understanding and knowledge of market and sector dynamics and to raise personal profile within the industry

- Ensure adherence and compliance to the CRM system

- Utilise market awareness and recognized statistical data to provide creative knowledge-based input to sales budgeting process: input shall underpin business forecast

Desired Candidate's Profile:

- Post graduate with 15 to 16 years of experience in business development out of which at least 8 to 10 years into CFS/ICD

- Ability to comprehend sales strategies/guidelines and implement the same for maximum revenue generation

- Should have strong network in the market with excellent communication skills

- Exceptional leadership skills, with the ability to develop and communicate sales vision that inspires and motivates staff and aligns with the sales strategies

- Excellent analytical, strategic conceptual thinking, strategic planning and execution skills

- Strong business acumen, financial acumen, including industry and domain-specific knowledge of the market

- Practical experience in developing and implementing a high-performing environment to achieve sales targets

- Strong vendor management and partner relation skills

- Experience with contract and vendor negotiations

- Excellent stakeholder management skills

- High level of personal integrity, strong leadership skills with problem solving abilities, willingness to travel as per need

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