(Employer-Top MNC Freight Forwarder) Industry Vertical Head – TECHNOLOGY Industry Specialist

Mumbai – 1 position available

Area

 Notes

Responsible

Position Specific

Name and title of position

Industry Vertical Head –TECHNOLOGY Industry ( HI-TECH/IT/ITES/TELCECOM)

Department

(Employer-Top MNC Freight Forwarder)

JG band

General Manager

Reporting to…

CCO

Leadership level

Individual Contributor

Location

Mumbai

Role & Responsibility

Area of responsibility

The Incumbent will be responsible for (Employer-Top MNC Freight Forwarder) sales and for actively pursuing the potential  customers in the TECHNOLOGY industry for all forwarding & SCM Products. In line with the Go-To-Market plan for Strategic Sales, the Incumbent must execute the strategy in the region as defined in the regional business plan and deliver according to financial and other targets defined in the business plan and budget. He/She will be backed up by Marketing and Tender and Pricing in the Commercial Team, and should expect to spend most time in Sales Visits to potential customers.

Essential job tasks

-      Deliver on sales strategy

• Develop a data-base of potential  customers within the sector
• Perform sales calls (consignees & shippers)
• Take input from Marketing, Tender Management, Customer Relations, Branches and overseas offices

-      Develop industry specific solutions for the region

-      Responsible for creating a compelling value proposition for the TECHNOLOGY industry -assisted by Marketing

-      Involve other desks in sales when required

-      Maintain minimum profitability requirements

-      Provide input to Marketing, Pricing and Customer Implementation

-      Establish (Employer-Top MNC Freight Forwarder) as a service provider of choice for the TECHNOLOGY industry for the forwarding & SCM needs

-      Coordinate hand-over of new customers with Customer Implementation to the KAM team

-      Network relationships with Global account Managers

-      Regular updates on local development to the Global account manager

-      Attend functions, conferences and other promotional and networking opportunities – input received from Marketing

-      Develop end-to-end knowledge of the forwarding business

-      Develop and foster culture of customer intimacy

-      Attend Monthly/ Quarterly/ Annual review with customers

Objectives of the position

•  KPIs
  • Volume & CMI budgets
  • Developing sales across products SCM, AIR , OCE, LSS within the vertical – Integrated selling
  • Build long standing relationships with these accounts
  • Integrated solutions selling to strategic customers
  • Being responsible to liaise with branch teams to ensure service delivery per customer expectations
  • Developing & maintaining a robust Sales Pipeline (TECHNOLOGY Industry specific)
  • Maintaining Profit margin budgets
  • Origin sales support KPIs

Learning opportunities

• Acquire in depth knowledge of the supply chain business
• Learn the business of potential customer’s industries (TECHNOLOGY specific)
• Deep insight into customer needs
• Global forwarding & SCM market knowledge
• Spearheading TECHNOLOGY industry initiative
• Innovative complex strategic sales

Selection Criteria

Generic Characteristics –

Personal Characteristics

Leadership capabilities

• Innovative, visionary and strong decision making
• Strong client focus
• Commercial focus
• Ability to take global view
• Communication and coordination with overseas organisations & local operations team at all levels
• Be a team player
• Strong negotiation skills

• Strong drive and dedication
• Prioritization
• Influence potential customer behavior and decisions

Functional Characteristics

• Understanding of the TECHNOLOGY Industry
• Deep understanding of the forwarding business and international supply chains
• Ability to create and sell a solution
• Commercial awareness
• Ability to take global view

Experience

• Forwarding / TECHNOLOGY Industry background with solid understanding of international supply chains (preferably origin and destination experience)
• Experience from commercial roles
• Industry experience from working with (Employer-Top MNC Freight Forwarder) focus industries (Retail, Chemicals, TECHNOLOGY, Electronics and Reefer Logistics)

·   Type of jobs

·   Type of responsibility areas

·   Type of tasks

Language needed in position

(What language skills are required for the position?)

Fluent English,