Dgm - Vertical Sales

7 months ago

Bengaluru, India DP World Full time

Key responsibilities
- **Customer (External/ Internal)**:
- Develop and leverage constructive relationships within target accounts to gain access to key decision makers
- Analyse business potential and identify potential business opportunities
- Part of research/ meetings with the customers to understand the customer's organization, requirements, and business objectives
- Present solution proposal and business fit to senior and engage in negotiations, and close the deal along with GM.

**Stakeholder-**
- Routine discussions with internal functions that support the sales process (Solution Design, operations, HR, IT, Real Estate, Legal, Finance, etc.), gather required input and coordinate actions
- Work in close cooperation with customer operations teams (ensure quality, improve performance)
- Facilitate knowledge/ best-practice sharing between community

**Process (Strategizing/ Hunting/ Maintaining/ Team Management/ Coordination/ Solution Designing) -**
- Draft vision and target for assigned target accounts
- Conduct research on strategically prioritized areas, sectors, and target accounts
to identify potential areas for business opportunities
- Pro-actively identify opportunities within target accounts and answer incoming RFQs with senior leadership
- Conduct internal + external research to identify customer's supply chain requirements and business objectives
- Conduct opportunity assessment for identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with capabilities
- Identify value proposition and high-level solution parameters based on customer requirements
- Develop a structured plan on how to win the opportunity (win-plan)
- Identify and assess business fit of customer with and develop convincing business fit presentation
- Present solution to customer demonstrating clear business value, engage in negotiations and close the deal
- Collect customer feedback after opportunity and conduct internal Post-Opportunity Review
- Maintain access to key target account stakeholders, position and continuously review business opportunity potential
- Prepare, conduct, and accompany handover
- to operations after closure, act as the customer's prime contact until handover to Operations/ Account Management is finalized
- Coordinate the opportunity team throughout the sales process
- Collect and review input from opportunity team (e.g., HR, IT, etc.), ensure quality and commercial standards are met
- Act as an interface between customer and internal functions, collect and distribute required information
- Support to design standard solutions

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