- Develop and implement sales development strategy considering TVS SCS capabilities, trade lanes and business plan to meet or exceed assigned sales targets
- Identify and jointly develop differentiators with internal stakeholders that will increase our new customer acquisitions and retentions e.g. IV specialisations and solutions etc
- Identify and win new customer opportunities by developing a strong pipeline and executing the opportunity win plan well
- Establish and manage network of customer contacts in order to build relationships and trust between TVS SCS and the customer at various levels
- Drive strategies to establish value-creating partnerships with customers
- Transform discussions of potential opportunities into actionable future plans with customers
- Maintain optimal sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors
- Optimise GP and adjust selling prices by monitoring costs, competition, and supply and demand
- Oversee coordination with relevant departments on meeting customers’ requirements
- Write up SOP for each secured customer and go through SOP with concerned operational parties to ensure that all understand the required processes
- Facilitate in resolving service issues with the customer as appropriate and requested
- Update all sales activities in Salesforce to ensure accurate and timely monthly sales reporting to the Country HOS and country / global management
- Develop and coordinate effective use of marketing collateral, materials and all customer related information with relevant team members in marketing and administration
- Perform any other job-related duties as assigned by the reporting manager and country / global management
Qualifications and Experience
- Minimum Bachelor’s Degree in Marketing, Sales, or an equivalent field is preferred
- 5 to 8 years in sales positions in the Logistics or Freight Forwarding industry is preferred
- Proven experience in MNC business development and strategic account management
- Strong market knowledge in freight forwarding, supply chain solutions, preferably with specialisations in certain industry verticals and a ready book of business
- A sound understanding of leveraging a sales process to uncover customer needs, present appropriate solutions and close business
- Must have experience in working within a multi-national / cultural environment
- Strong organizational, business writing and negotiation skills
- Proven ability to multi-task and drive profitable revenue from multiple accounts
- Strong leadership qualities and motivation skills
- Ability to communicate and interact effectively across various levels with internal stakeholders
- Able to drive to meet clients and participation in events
- Experienced sales professional with good local and international client network may be considered for regional or global Business Development.
