Job Description

Senior Sales Manager / Regional Sales Manager

Function Business Development

Job Senior Sales Manager / Regional Sales Manager

Position Senior Sales Manager / Regional Sales Manager

Immediate Manager Zonal Sales Head

Nest Level Manager

Position Location

Company Overview

Started Supply Chain Services as a part of Redington (India) Ltd since 1993. Pan India warehouse set

up has done in 1996 & acquired end to end capabilities to manage supply chain management in 2002.

First Automated distribution centre (ADC) has built in 2009 in Chennai. In 2009, started journey of 3PL

service offering in addition to Redington (India) Ltd. In 2012, ProConnect Supply Chain has been

formed separate entity. Currently we do operate 160+ warehouse across country with 6M+

warehouse space with more than 200 customers in Pan India.

Organisation Chart

Senior Sales Manager

Job Summary

Responsible for acquisition of all key & core customer accounts for respective region by driving sector

focus. Contribute to development and execution of overall sales strategy for region. Maintain existing

accounts and review periodically and ensure leverage relationship for future opportunities.

Key Tasks

1. Business growth

2. Analysis, Review, and follow-up

3. Documentation and administration

4. Customer communication

5. Local Communication

6. Industry and competition awareness

Job Responsibilities and Accountability

Area of Responsibility Performance Weightage

New Sales Acquisitions

 Participate in sourcing/ development of new key and core accounts at

respective Region

 Maintain a robust sales pipeline at a Region & Sector level

 Reach out directly to clients with high potential/ business opportunity

through various channels (cold call, reference etc.)

 For higher value key accounts lead the sales bid process including

determining client requirement, solution building, commercials,

negotiating etc.

 Ensure support from Service Delivery and other stakeholders on critical/

high-value bids/ accounts

60%

Account Management & Deep Selling

 Supervise a consistent growth in revenue from the chosen set of

customers

 Retention of major customers & increase in volume of business

 Increase the volume of business (Share of Wallet) from the existing

customers

 Development of existing customer - to grow the revenue

 Gather detailed customer data to be aware of the customers activity

 Know the detailed decision-making cycle of the customer

 Should be updated on any customer related information changes that

occurs within that organization

20%

Account Renewals

 Review performance of the services along with customer as part of

offering in QBR process

 Identify ongoing service issues and provide solutions to the customer in

co-ordination with Customer Service, Operations, Sales and General

Management.

10%

DSO & Collection

 Review performance on Collection & DSO

 Responsible to work closely with Accounts Receivable team for

collections.

10%

Key Relationships

Internal

 Regional Operations

 Solution Team Lead

 Cross functional leads

External

 Clients

Key Competencies Required

Core Competencies

 Awareness of the market environment

 Excellent verbal Communication

 Energy

 Initiative

 Listening

 Persuasion

 Teamwork

 Integrity

 Delighting customers

 Driving Change and Innovation

 Delivering Performance

 Working with complexity

 Managing professionally

 Collaborating and co-operating

Functional Competencies

 Customer thinking

 Market and Customer Knowledge

 CRM/ Sales Force Automation Tools & system

expertise

 Problem-solving and Project Management skills

Qualification and Experience Required

Qualification

Minimum: MBA/ Master’s degree or equivalent Desired: Sales specialization

Relevant Experience

 Minimum 10-20 years of overall experience

 Minimum 4-5 years of experience in a 3Pl / Contract Logistics / Supply Chain organization

 Proven record of superior sales/ business development performance

 Result orientation with strong analytical capabilities

 Strong understanding of key financial/ business metrics

 Willingness to run through walls to accomplish a goal

 Ability to multitask as well as succeed in a rapidly changing environment