Vertical Lead

6 days ago

Mumbai India Adani Ports and SEZ Full time

Job Description Responsibilities Delivery as per Vertical Budget and Team Engagement - Deliver the sales budget for end-to-end freight forwarding - Drive culture and initiatives to increase engagement with key customers - Manage and grow 10 to 12 accounts directly in a Key Account Manager scope - Manage cadence of meetings and conversations with internal & external stakeholders - Own the P&L for the specific vertical and drive business growth - Support customer engagement and relationship management - Drive best-in-class pipeline hygiene and sales call governance with business associates Customer Insights and Solutions (Value Propositions) - Systematic gathering of vertical intelligence/insights (e.g.: studies, subscription based, trade shows) - Systematic capture of identified vertical specific needs/insights from frontline and client engagements, building on segment insights - Ideation and formulation of unmet future needs (including priority for vertical) - Develop Vertical Value Propositions and define packages / integrated solution offerings (incl. pricing guideline) in collaboration with designated functional teams (e.g. Customer Insights, Sales Channels) and relevant Products - Oversee that created Vertical value propositions deliver on the anticipated/envisioned contribution Business Development and Growth - Support Sales Team(s) through sponsorship of Key Pursuits across value propositions, proposals and Customer meetings - Act as Customer advisor where relevant: expand client SoW through leverage of senior level engagement - Act as Growth Champion always driving for expansion and challenging the organizational status quo or inertia Building effective vertical communities within Adani Ports & Logistics Qualifications - 10+ years in a customer-facing sales role within the freight forwarding or logistics industry - Proven success in developing and winning new customer business through both personal and collaborative team selling efforts - Demonstrated leadership experience - Strong presence and ability to communicate and engage with key stakeholders across multiple levels of customer organization - Able to achieve results through result-oriented strategy driven by teamwork and collaboration - Ability to build strategic and consultative partnerships with customers while maintaining a strong sense of empathy - Excellent influencing, negotiating and problem-solving skills

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