DM/ AM Business Development - Express Business

• Hunting: Identify and develop new business opportunities within assigned territories by generating market intelligence on competitors and customer businesses.
• New Customer Acquisition: Establish relationships with new customers and partners; onboard partners (including those with dedicated vehicles) to expand service reach.
• Farming / Account Management: Drive organic growth from existing customers through retention activities and increasing wallet share.
• Collections & Receivables: Ensure timely collection of receivables, resolve invoice disputes and reduce outstanding aged receivables.
• Cross-functional Coordination: Work closely with operations, finance and other internal teams to ensure smooth execution of customer transactions and service delivery.
• Reporting & Forecasting: Maintain accurate pipeline and sales reports, provide market feedback and contribute to revenue forecasting.
• Stakeholder Management: Engage and influence senior decision makers at client organizations to secure and grow business relationships.
  

• Prospect and research target companies; initiate outreach (calls, emails, LinkedIn).
• Schedule and conduct sales meetings or demos with decision makers.
• Prepare and follow up on proposals, quotations and contracts.
• Coordinate with operations and onboarding teams for partner/customer activation.
• Resolve client queries, billing issues and follow up on pending invoices.
• Update CRM with activities, pipeline status and next steps.
• Review daily/weekly targets and plan actions to meet KPIs.
  

• Gross corporate revenue (monthly/quarterly targets).
• Number of new customers added per month.
• Percentage increase in revenue from new accounts.
• Corporate yield / revenue per account.
• % increase in wallet share per existing customer.
• Days Sales Outstanding (DSO) and reduction in outstanding receivables > 90 days.
• Partner onboarding metrics (number of partners onboarded with required infrastructure).
  

• Essential: Graduation in any field.
• Desirable: Post-graduation in any field.
  

Skills

• Essential: B2B Sales / Key Account Management / Business Development, negotiation, ability to engage with decision makers, prospecting (including cold calling), account management.
• Desirable: Additional domain knowledge or certifications relevant to logistics and supply chain.
  

Experience

• Essential: 1-4 years in Corporate Sales / Retail Sales / Direct Sales. Experience in logistics or express cargo is preferred (examples: Safex, TCI XPS, Gati, BlueDART, Spoton, V Trans, Stellar Logistics).
• Desirable: Experience in key account growth and partner onboarding.
  

Other Requirements

• Essential: Personal vehicle (2-wheeler or 4-wheeler), excellent verbal and written communication skills, strong geographical knowledge of assigned territory.
• Desirable: Knowledge of regional language.