Key Responsibilities
- Hunting: Identify and develop new business opportunities within assigned territories by generating market intelligence on competitors and customer businesses.
- New Customer Acquisition: Establish relationships with new customers and partners; onboard partners (including those with dedicated vehicles) to expand service reach.
- Farming / Account Management: Drive organic growth from existing customers through retention activities and increasing wallet share.
- Collections & Receivables: Ensure timely collection of receivables, resolve invoice disputes and reduce outstanding aged receivables.
- Cross-functional Coordination: Work closely with operations, finance and other internal teams to ensure smooth execution of customer transactions and service delivery.
- Reporting & Forecasting: Maintain accurate pipeline and sales reports, provide market feedback and contribute to revenue forecasting.
- Stakeholder Management: Engage and influence senior decision makers at client organizations to secure and grow business relationships.
Daily Tasks (Itemized)
- Prospect and research target companies; initiate outreach (calls, emails, LinkedIn).
- Schedule and conduct sales meetings or demos with decision makers.
- Prepare and follow up on proposals, quotations and contracts.
- Coordinate with operations and onboarding teams for partner/customer activation.
- Resolve client queries, billing issues and follow up on pending invoices.
- Update CRM with activities, pipeline status and next steps.
- Review daily/weekly targets and plan actions to meet KPIs.
Key Performance Indicators (KPIs)
- Gross corporate revenue (monthly/quarterly targets).
- Number of new customers added per month.
- Percentage increase in revenue from new accounts.
- Corporate yield / revenue per account.
- % increase in wallet share per existing customer.
- Days Sales Outstanding (DSO) and reduction in outstanding receivables > 90 days.
- Partner onboarding metrics (number of partners onboarded with required infrastructure).
Job Title & Reporting
Corporate Sales Manager (reports to Regional Sales Head / Sales & Marketing Head)
Professional Attributes
Ownership: Highly driven individual who goes the extra mile to strengthen client relationships and work effectively in a fast-paced, hyper-growth environment.
Deep Dive: Ability to understand client needs and design tailored solutions.
Customer Oriented: Focus on delivering high-quality service and experience to clients.
Respectfully Disagree & Commit: Strong interpersonal skills to engage and influence senior client personnel.
Education
- Essential: Graduation in any field.
- Desirable: Post-graduation in any field.
Skills
- Essential: B2B Sales / Key Account Management / Business Development, negotiation, ability to engage with decision makers, prospecting (including cold calling), account management.
- Desirable: Additional domain knowledge or certifications relevant to logistics and supply chain.
Experience
- Essential: 1-4 years in Corporate Sales / Retail Sales / Direct Sales. Experience in logistics or express cargo is preferred (examples: Safex, TCI XPS, Gati, BlueDART, Spoton, V Trans, Stellar Logistics).
- Desirable: Experience in key account growth and partner onboarding.
Other Requirements
- Essential: Personal vehicle (2-wheeler or 4-wheeler), excellent verbal and written communication skills, strong geographical knowledge of assigned territory.
- Desirable: Knowledge of regional language.
RLP Attributes
Ownership: Highly driven to strengthen client relationships and adapt to changing requirements.
Deep Dive: Understand client needs and conceptualize relevant solutions.
Customer Oriented: Committed to providing high-quality service.
Respectfully Disagree & Commit: Able to constructively challenge and align stakeholders.
Skills: business development,express,b2b
