Manager - Sales - Industrial Sector - SCO Vertical (4-15 yrs)

3 weeks ago

Any LocationAnywhere in IndiaMultiple LocationsDelhi NCRMumbaiBangaloreHyderabadPuneMaharash taggd Full time
Driving profitable growth in the Industrial sector by targeting key verticals such as Agriproducts, Commodities (Rice, Sugar, Steel), Heavy Engineering, Earth Moving Equipment, and Solar & Energy, with a sharp focus on EBITDA delivery in 2025. This is an IC role that blends high-impact customer ownership with hands-on execution across the business development lifecycle. The role demands direct client accountability, disciplined performance governance, and strong people leadership to unlock value and scale within the industrial ecosystem.

1. Business Growth & P&L Ownership

- Deliver revenue and EBIT targets across enterprise and strategic industrial accounts.

- Lead acquisition of high-value customers, large-scale RFPs, and critical deal closures.

- Develop and execute vertical-specific growth strategies to drive enhanced EBITDA contribution.

- Retain 70%+ of enterprise accounts by volume and profit contribution to ensure portfolio stability and long-term value.

2. Strategic Sales & Market Penetration

- Identify and capture new business opportunities across core industrial sub-sectors, including manufacturing, heavy engineering, and capital goods.

- Manage the complete sales lifecycle-from lead generation to pitch, proposal development, negotiation, and final closure.

- Utilize CRM platforms for robust pipeline visibility, sales discipline, and performance 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 commercial negotiations with a focus on margin protection, long-term value, and customer alignment.

- Monitor and report key performance indicators including pipeline progression, win-loss ratios, EBIT margins, and client retention metrics to drive accountability and results.

- 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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