Manager Project Sales and Pricing

Role & responsibilities

Job Overview:

Key Responsibilities

• Conducting market analysis

  and

  identify new opportunities

  for growth in project-based freight forwarding.

• Collecting data from potential /existing customers

  and other sources on competitor moves, business lost to competitors and reasons.
• Ensuring timely

  and accurate sales forecast

  and using the above market information for planning all India sales strategies
• Preparation of customer visit plans for the sales /regional managers based on existing and

  potential revenue growth opportunities

• Prepare and

  present competitive pricing proposals

  , ensuring they meet client expectations while maintaining profitability.
• Develop and

  execute sales strategies

  for large-scale projects, ensuring that the business is positioned to win tenders and contracts.

• Ensuring

  timely and accurate inquiry

  and sales MIS from sales team and using the information for aggressively driving the sales targets.

• Develop relationships with regional /local offices

  of global accounts and ensure complete customer satisfaction
• Building

  strong relationships with the high value key accounts

  (existing /potential)

  to enhance the revenue potential

  in coordination with domestic/regional sales managers/team.
• Ensure

  vendor registration with all the major exporters

  and importers along with appropriate long term relationship development strategies.
• Ensure

  timely problem solving

  , freight negotiations/ approvals, communications,

  budget approvals etc

  . for agents/ sales team to enable faster finalization of sales deals and customer retention.
• Establishing processes to collect

  customer feedback periodically

  and use the information for improving service levels and customer relationships.
• Analyse

  customer requirements

  and propose

  customized solutions

  for project-based freight forwarding.

• Daily

  interactions with relevant internal departments

  to ensure various matters with regards to freight negotiation, timely release of delivery order to customers, planning of containers, arranging freight invoices to customers, releasing

  of bill of lading in time

  , delivery status of the cargo to customers. Discussions on critical issues with regards to approval for Extra OOG cargo with various departments / ports etc.
• Using

  expertise available with different officials

  in the organization to provide prompt solutions to customer needs.
• Effectively

  coordinating with CS AND CHA operations departments

  to ensure

  pricing strategies align with operational capabilities.

• Coaching and

  monitoring the sales

  team colleagues/agents and regional salespeople and guiding them with appropriate technical information on ODC products and other customer specific information.
• Grooming and orienting the

  employees joining the team

  and helping them to achieve their performance targets.
• Identifying,

  motivating and developing performers

  in the sales team to build future leaders for Sales team.

• Ensuring timeliness and accuracy of various reports such as :
• Monthly booking reports
• Booking projections
• Sales visit updates
• Market intelligence/competition analysis reports
• Submitting accurate information to the management as required and help the management with own views, information and insights for accurate business decision making.
• Providing customer feedback to top management and help in taking decisions related to improvement.

Special physical, psychological and work life balance demands of the role if any

The profile would involve intense travel schedule/customer meetings/ workforce motivation and problem solving creating reasonable level psychological and physical strength.

Preferred candidate profile

Educational Qualifications/Exp.

Preferred Postgraduate in Sales and Marketing Management with an experience of 10 to 15 years

Technical/ Functional Knowledge and skills

• Sound understanding about the dynamics of import, export and shipping industries.
• Awareness of the micro and macro business environment and its impact on Business.

• ODC/ Special Equipment knowledge is must.

• Handling Flat Racks + OOG

• Experience in Project Sales and Pricing is required

  for 10-15 yrs min.

Behavioural and Leadership competencies

1. Leadership Orientation

2. Sales Orientation

3. Negotiation Skills

4. Problem Solving Skills

5. Performance Focus