Manager - Automotive Sector - SCO

4 weeks ago

Pune, Maharashtra, India DP World Full time
Job Description

1. Business Growth & P&L Ownership
.Achieve revenue and EBIT targets across enterprise and strategic automotive accounts.
.Lead acquisition of high-value customers, manage large RFPs, and close key deals.
.Drive sector-specific growth initiatives focused on maximizing EBITDA contributions.
.Maintain retention of 70%+ of enterprise accounts by volume and profit contribution.

2. Strategic Sales & Market Penetration
.Identify and convert new business opportunities across core automotive verticals including OEMs, Spare Parts, and EVs.
.Own the end-to-end sales process: lead generation, pitching, proposal development, negotiation, and deal closure.
.Utilize CRM platforms to track pipelines and enforce disciplined sales governance.

3. Customer and Market Development
.Build and nurture relationships with senior stakeholders including CXOs, procurement heads, and supply chain leaders in the automotive ecosystem.
.Stay updated on automotive industry shifts, and logistics innovations to proactively identify new opportunities.
.Represent DP World in relevant industry forums and conferences to strengthen the company's position in the automotive space.

4. Collaboration & Cross-BU Integration
.Drive integrated offerings by engaging with at least 2 Business Units (BUs) to deliver holistic automotive supply chain solutions.
.Ensure accurate commercial documentation, quote approvals, and pricing governance as per internal protocols.
.Collaborate with platforms like Trade Finance to offer value-added solutions for clients

5. Client Engagement & Retention
.Build and manage CXO-level relationships with procurement and supply chain leaders.
.Conduct Monthly and Quarterly Business Reviews (MBRs/QBRs) to drive client satisfaction and unlock upsell opportunities.
.Work closely with internal teams (operations, finance, customer service) to ensure seamless onboarding and delivery.

6. Commercial Excellence & Reporting
.Lead contract negotiations with a focus on profitability and customer expectations.
.Track and report key sales KPIs, including pipeline status, win ratios, EBIT margins, and retention rates

QUALIFICATIONS & COMPETENCIES

- Master's degree in supply chain, Logistics, Business, or related field preferred.
- Minimum 6 years of experience in logistics with at least 4 years in Logistics Sales
- Strong commercial acumen with experience managing large P&Ls and sector portfolios.
- Hands-on experience with enterprise/strategic account development and cross-functional collaboration.
- Attributes: Attention to detail, execution-focused, persistent, and highly customer-centric.
- Strong understanding of at least some of the following: Contract Logistics, Cold Chain, Rail, Freight Forwarding, and Free Trade Warehouse Zones (FTWZ).

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