Area Sales Manager

Bengaluru, Karnataka, India Corporate Incubations req74062 11/03/2019

As an Area Sales Manager TCL (Cold Chain), you would be expected to:

  • Achieve of sales targets for the enterprise clients

  • New business development: Acquire strategic, high value clients spread across multiple industry verticals

  • Retention of existing business

  • Drive CXO-level engagement and build effective client relationship

  • Own end to end customer relationship and satisfaction

  • Grow business from existing clients by cross selling multiple products / logistics solutions

  • Lead development of sales strategy for the entire region: value proposition, market segmentation, strategy and differentiation, market insight, brand strategy and industry trends, white space opportunities

  • Support, review and approve the sales strategies for each business and lead sales central projects or initiatives

  • Facilitate integrated/cross business decisions on sales

  • Articulate sales policy, procedures and guidelines to support strategy implementation

  • Agree appropriate targets for each business that achieves division targets

  • Establish in conjunction with businesses new business opportunities and targets

  • Monitor businesses’ performance against target both volume and margin

  • Coordinate corrective actions to sales programs, if necessary, to achieve target commitments

  • Develop and maintain organizational capability and participate in the talent management process

  • Provide coaching and guidance for Sales professionals (i.e. Sales Managers)

Requirements and Skills

  • 5-10 years and above prior B2B sales experience

  • MBA with a specialization in Supply Chain, Marketing and Sales (preferred)

  • Proven experience with meeting business objectives and developing a clear market strategy and communication for the region

  • Proven experience with building major customer relationships and having sales talent bench strength

  • Expertise in both FTL Dry and TCL are preferred

  • A visionary leader who is execution driven

  • Sharp negotiation skills

  • Solutions expert; someone who makes the right probes to understand how the customer can reduce waste and increase

  • Strong decision making and managerial skills

  • Good business judgement/commercial acumen

  • Ability to work with coach and develop with diverse types of people

  • Ability to build strong working relationships with all relevant persons

  • Problem solving and negotiation

  • Excellent communication skills, presentation skills, and technical capacity

Facts and Figures

  • Business Unit

    DHL SmarTrucking

  • Employment Type

    Permanent Full-Time

  • Work Permit Required