Vertical Lead

1 week ago

Mumbai, Maharashtra, India Adani Full time ₹ 12,00,000 - ₹ 36,00,000 per year
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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