General

This role is responsible for managing one or more identified large/key customer accounts and be the single point of contact for the customer within the organization.

Responsibilities

• Responsible for managing one or more identified customer accounts and be the single point of contact for the customer within the company.
• Responsible for delivering the budgeted revenue, gross margin and volume through direct selling, deep selling and cross selling of products/services to the customers.
• Identifying opportunities for expanding services and organizing meetings with product heads, OKAM up to closure (commercial agreement included)
• Scheduling of monthly and quarterly reviews and timely execution of all agreed actions with the customer
• Achieving new business & customer retention goals by leading & controlling a structured negotiation process to secure the best terms for customer and organization.
• Responsible for total customer satisfaction and resolution of all issues with the customer
• Escalating open issues which are beyond agreed timelines within company or the customer organization as the case maybe till they are resolved
• Provides timely, accurate and standard CRM reports to management including sales activities, competitor information, business opportunities etc.
• Agreeing on the scope of services and the KPI’s for measuring the quality of service delivery
• Having a clear SOP drawn up for each service and having the same signed up both by the product heads as well as Customer
• Disseminating the SOP and KPI’s across the product teams and training the teams on the same
• Ensuring that the SOP and KPI’s are circulated to the concerned people within the company network where required
• Ensuring regular reporting of KPI’s across product lines and submitting the same to the customer at agreed intervals with full analysis of the performance and reasons for deviation if any
• Renewal of contracts and commercial terms at regular intervals.
• New business development on the focussed verticals.
  
  

Educational Qualification

• Mandatory - Graduate in any discipline
• Preferred - Post-graduate in Management with specialization in International Business/ Shipping and Logistics/ Sales & Marketing
  
  

Experience And Skills

• 10-12 years of Sales experience with 3-4 years in managing and developing large global and local accounts.
• Team player with effective interpersonal skills, including proven abilities to listen, comprehend, effectively communicate clearly and concisely to obtain positive results.
• Computer savvy with excellent knowledge of MS office.
• Language Proficiency – Excellent verbal and written communication
• Commercial and analytical thinking
• Collaborative work ethics
• Influencing, Negotiation and Selling skills
• Customer Service Orientation
• Achievement Orientation
• Process Orientation