Head- Channel Sales

This role is responsible to execute an assigned sales plan by developing new business & retain existing revenue for the target markets. Holds self & team accountable to achieve business plan objectives and target volume and revenue. Promotes the brand among the targeted market & develop the Sales plan by territories. Designs appropriate sales incentive schemes to ensure the sales team is rewarded appropriately. Establish Sales Administration policies and practices to manage the day to day Sales performance. Manages customer relationship to engage with customers and optimize wallet share. Takes new tactical initiatives to achieve the strategic goals.

JOB ROLE & RESPONSIBILITIES:

Performs On the Job Supervision/Coaching with Sales Team:

• Drive sales franchise and sales network.
• Drive the field sales and field channel sales team to achieve monthly & annual targets.
• Performs pre-call sessions with channel sales team to review objectives and expectations for sales calls.
• Participates in customers meetings to present and review proposals with clients and sell the value of solutions.
• Conducts post call reviews with channel sales team to discuss observations.
• Develops joint action plans with channel sales team to improve their performance in key areas.
• Trains the sales team on pull-through techniques for various products and services (Express/ Surface) to ensure sales team are able to successfully penetrate and execute contracts.
• Conducts customer calls for higher revenue accounts to lead by example and share channel sales expertise with the channel sales team.
• Review plan versus actual performance with channel sales team to support channel sales team performance and create action plans to improve results.

Supports Customer Relationship Building:

• Maintains relationships with senior leadership in customer organizations to network and uncover opportunities to increase revenue.
• Participates in meetings with customer stakeholders to develop relationships with C-level decision makers.
• Provides channel sales team assistance as needed to support the development of client relationships and enhance opportunities for new business.
• Follows-up with customers to assess satisfaction level with services and products.
• Participates in meetings to present and review proposals with clients and sell the value of the solutions.

Manages Internal BD Relationships:

• Assists channel Sales teams with securing internal support to overcome organizational obstacles hindering business development and sales activities.
• Negotiates with other functions to gain support for business strategies for new or existing accounts.
• Collaborates with internal stakeholders to develop comprehensive account strategies for retention and acquisition.
• Participates in strategy sessions with channel sales teams during contract negotiations to ensure customer requirements for large, complex agreements are represented.
• Monitors customer activity for large, complex engagements via the tech platforms and sales administration tools to ensure desired SLAs are met.
• Participates in local business plan performance reviews to represent the performance of the region.

Educational Qualifications: MBA Degree or equivalent Preferred: Engineering graduate with MBA and Certification/Diploma in Supply chain Management.

Relevant Experience:

• Minimum 15+ years in Business Development /Sales experience in Logistics Industry.
• 5-6 Years of experience in leadership roles at national level.
• Must have an experience to own and drive P&L performance.
• Should be confident to establish the brand in the market, lead from the front to set an example to drive ownership.