Sector Head - Consumer

JOB SUMMARY

The Sector Head oversees Business Development Managers nationwide, executing Key Account plans aligned with global/regional strategies. They are responsible for managing the Country Budget and driving growth in different vertical through portfolio management and stakeholder coordination. Additionally, they focus on developing unique solutions for customer acquisition, conducting structured business reviews, addressing AR issues, and coaching BD Managers for optimal performance.

KEY RESPONSIBILITIES

Team Management and Performance Improvement

• Manage and guide a group of Business Development Managers nationwide, supporting them in achieving Key Account Team targets aligned with country goals.
• Drive performance improvement initiatives for the Key Account group to achieve Sales Index targets and optimize portfolio management.

Relationship Building and Development

• Plan and manage the portfolio of accounts for the Key Account Team, focusing on building critical relationships with CSI/MNC/SC customers to enhance business opportunities and growth.
• Support the development of Business Development Managers and local Key Account Teams through coaching, account planning, and joint visits to top customers.

Collaboration and Training Support

• Ensure support from product teams for critical opportunities within the Vertical, collaborating with cross-business units (BUs) like DSC to leverage network advantages for growth.
• Identify growth opportunities within the Consumer Vertical, facilitate Sales skills and process training specific to the Key Account channel, and map out markets/geographies to optimize DGF's selling proposition and market presence.

COMPETENCIES

Functional Competencies

• Understanding of Consumer Sector Dynamics: Comprehensive knowledge of market trends, customer behaviours, and industry-specific challenges in specific sector.
• Strategic Planning and Execution: Develops and implements sector-specific strategies aligned with global and regional plans to drive business growth and achieve sales targets.
• Customized Solution Development: Ability to develop and tailor logistics and supply chain solutions to meet specific requirements of sector customers.
• Customer Relationship Management: Builds and maintains strong relationships with key customers, ensuring satisfaction and long-term partnership growth.

Behavioural Competencies

• Results Orientation: Drive to achieve sales targets and deliver tangible results in a competitive business environment.
• Team Management: Skill in supervising, training, and motivating sales teams to achieve targets and deliver exceptional service.
• Innovation: Capacity to think innovatively and propose creative solutions to address challenges and seize business opportunities.
• Continuous Learning: Commitment to continuous learning and staying updated with industry trends, sales techniques, and best practices.
• Team Collaboration: Collaborating across different teams for smooth operations.

WHO CAN APPLY?

Must Have

• Bachelor's degree is required.
• 10-12 years of relevant leadership experience in sales management, preferably within the freight forwarding, shipping, or logistics industries.
• Structured business reviews with all active trading accounts
• Excellent verbal and written communication skills to effectively convey ideas, negotiate deals, and collaborate with stakeholders.
• Strong analytical and problem-solving skills to address challenges and find solutions in the sales process.
• Strong customer orientation coupled with a high level of empathy.

Preferred

• Post-graduate degree with a focus on sales/marketing.
• Experience of working at a multinational freight forwarding company.