GM Sales

Key Activities

1.

The incumbent has the primary responsibility for generating new business opportunities in line with GIPL strategy

Responsible for internal and external initiatives for scoping of new business opportunities.

2

Ensure customer retention and account performance; help identify, evaluate and execute opportunities for additional business with existing customers

Play the lead in resolving any customer issues that may come up by effectively liaising with the requisite functional departments and escalating matters, if and when required

Recognize and develop opportunities to invest in customer owned assets if they align with GIPL s portfolio strategies

Ensure compliance with the terms of agreement between GIPL and customers.

3

Assist in preparing Sales presentations, market/ industry reports

Assist as required in Budget preparation, monitoring and analysis

Ensure regular updates in CRM and reliability of the database by periodic checks on data integrity

Support own and other functional departments, as directed, in evaluating new projects, studies, etc

Ensure proposals are delivered to customers in accordance with legal and contractual requirements

4

Build GATX brand in India. Conceptualize/lead/participate in brand promotion activities, customer get-togethers, conferences etc.

Interaction

• The individual should have the skills to interact with senior management at customer level and close transactions independently
• This individual must be able to interact effectively with and present to all levels within GIPL.
• Individual will have regular contact will customers, prospective customers, regional government officials/agencies, regional industry leaders, professional organizations, and various functional teams at GATX headquarters.

Education and/or Experience required (including certifications)

• Incumbent should have an MBA
• A minimum of 15 years of experience, preferably from the Logistics domain (rail/ shipping) or from the Infrastructure leasing domain, involving participation in the sales/deal origination, new business development and key account management
• Excellent communication and presentation skills (both written and verbal).

• Be organized and able to multitask, while maintaining focus on the highest priority issues and opportunities at any given time
• Have excellent business acumen, a fast learner and be able to understand customer industry dynamics; able to prioritize activities and opportunities based upon reward and risk, cost and benefit
• Be a good listener and demonstrate strong interpersonal skills to support interactions with customers, and internal team to gain their support
• Demonstrate both initiative and tolerance for ambiguity; to set priorities and attack issues and opportunities with well-defined action plans
• Regular travel across pan India would be required

• Sales Ability/Persuasiveness
• Largely self-motivated and team player. Ability to work in small teams.
• Able to initiate transactions based on general guidance
• Customer Focus. Have excellent business judgment; ability to understand customer industry dynamics

• Keen to interact regularly with customers through meeting and foster relationships

• A high degree of integrity in personal and professional dealings.

• Negotiation skills