Business Head- Channel Sales

The Business Head Channel Sales will be responsible for volume & revenue growth for new and existing accounts within an assigned region and customer relationship. He/She will engage with the sales team members to develop robust account strategies to ensure effective application of sales and negotiation skills. This position drives results in key areas of the business plan, including profit, revenue growth, people development, and reporting.

• JOB ROLE & RESPONSIBILITIES
• :Manage Account Executives Sales Performance
• :Engage in formal and informal account strategy development with team members to build sales planning skills
• .Provide behavior specific feedback to demonstrate the effective use of sales and negotiation skills
• .Communicate market trends and competitor information to support the sales team in opportunity development
• .Share feedback on market issues with senior management to identify local volume development opportunities
• .Discuss sales results with team members to create a comprehensive sales team action plan to measure improvement
• .Monitor account performance information to track sales performance to objectives
• .Review established sales metrics to assess individual and group performance
• .Provide Feedback and Models the Way
• :Perform pre-call sessions with sales team to review objectives and expectations for sales calls
• .Participate in customer meetings to present and review proposals with clients and position the value of solutions
• .Conduct post call reviews with sales team to discuss observations
• .Train the sales team on pull-through techniques for various products and services (e.g., small package, freight, etc.) to ensure successful penetration and execution of contracts
• .Conduct customer calls to model sales techniques and share sales and negotiation expertise with the sales team
• .Review plan versus actual to support sales team performance and create action plans to improve sales results
• .
• Drive Sales Growt
• h:Manage and communicates sales strategy initiatives to drive total revenue growth across all products and business unit
• s.Monitor performance measurement tools to determine the achievement of sales goal
• s.Monitors established sales reports to determine sales trends and identify opportunities for growt
• h.Use performance quality measures to evaluate sales team and individual performance level
• s.Drive the business plan to support targeted sales opportunities, account penetration, and sales growth strategie
• s.
• Provide Customer Support Internally/External
• ly:Share information on sales solutions and best practices to help win new opportuniti
• es.Participate in setting the departmental budget to ensure the guidelines are realistic and achievab
• le.Share complex experiences with the operations teams to provide awareness on recurring customer issu
• es.
• Collaborate Across Functi
• ons:Collaborate with cross-functional groups (e.g., Customer Solutions, Customer Experience, Marketing, operations, etc.) to develop solutions for custom
• ers.Facilitate meetings with personnel (e.g., Business Center Managers, operations, billing, etc.) to determine corrective actions and resolutions to customers iss
• ues.Participate in cross-functional committees (e.g., claims, damage reduction, etc.) to provide subject matter expert
• ise.
• SKILLS AND KNOWLEDGE REQUIRE
• MENTSExperience in managing sales
• team.Knowledge of CRM software and Microsoft Office S
• uite.Ability to understand and analyze sales performance met
• rics.Customer service attitude with excellent negotiation sk
• ills.
• Educational Qualifications: MBA Degree or equi
• valent
• Relevant Expe
• rience: Minimum 8+ years in Business Development /Channel Sales experience in Logistics Industry. 3-4 Years in Leadershi
• p role. Exposure to managing large B2B territories in Sales; preferred zonal and regional ex
• posure. Must have good P/L understanding to support the executio