Purpose of the position

To Target and close the top accounts operating in India with big volumes.

• To approach and develop the accounts targeted by corporate sales and in line with strategy of corporate sales department.
• Criteria to final target pipeline will be based on min Jobs, turnover, global presence, locations involved etc.
• Structured sales process on approved pipeline.
• Secure and maintain the account with defined process.

Key Tasks

Business Development

• Identification and building pipeline with selected global accounts and big corporate.
• It is required to maintain target list with basis of national and regional approach.
• Structured sales approach will be maintained on given pipeline with proper scanning, probing, building relationships with the client, involving resources with various departments.
• Closing of account and get on board.
• Once account on board, set up SOP, implementation in co-ordination with internal stake holders (Ops/CS etc.) and lead the account transition through a coordinated implementation with stake holders
• Review the growth account with regular interval along with operations.
• Achieve targeted KPI with these accounts in terms of volumes and profitability.
• To ensure a mutually signed-off SOP is in place with client & organization within 15 days of account on boarding
• Responsibility of collections as per credit terms agreed

Decision Making Authority

Authorities as delegated by the General Manager – Corporate Sales, in accordance with DSV standards and guidelines

Function / Market & Industry Knowledge / Business Acumen / Process working

• Good knowledge of our products and the global trade lanes
• Good knowledge of procurement and capacity management for air and ocean Profound knowledge markets trends and opportunities in various

Skills & Competencies

• Ability to propel a multi levelled approach involving key stakeholders towards greater interest of the company.
• Ability to comfortably navigate with persons in charge at the target clients and elevate the approach upwards, ensuring broader contact & relationship with higher level decision makers and accelerate business partnership.
• Ability to tune-up to defined sales approach with persistency and business acumen.                                                                                          

Educational background / Work experience

• 10+ years of work experience (minimum)
• Gathering and analyzing of market data (various industries)
• Worked in an international company within a matrix organization
• MBA or Equivalent

Language Skills

• Fluent in English (written and spoken)
• Other languages (written and spoken) preferred

Computer Literacy

• Good knowledge of Microsoft® Office Software (Excel®, Word, PowerPoint® and others)
• Good knowledge of Customer Relationship Management tools, Microsoft Dynamic Tools