Enterprise Sales Manager

Sales Target Achievement

• Meet and exceed monthly sales targets for warehousing and fulfillment solutions.
• Drive revenue growth by acquiring and retaining enterprise clients.

Lead Generation and Pipeline Management

• Build a strong top-of-the-funnel pipeline by identifying and qualifying new leads through various channels.
• Schedule and conduct regular meetings with potential and existing clients to establish relationships and close deals.
• Coordinate with internal teams to identify and nurture leads for Shiprocket Fulfillment (SRF) solutions, ensuring timely closure.

Solution Selling

• Develop and present customized, category-specific solutions tailored to client needs.
• Collaborate with the commercials and solutions design team to negotiate and share optimal pricing and solutions with clients.
• Leverage in-depth knowledge of warehousing and fulfillment operations to demonstrate value and drive conversions.

Account Onboarding and Go-Live

• Work closely with the onboarding team to ensure seamless account activation and operational go-live.
• Provide support to clients during the initial phase of engagement to ensure satisfaction and service readiness.

Account Management (Initial 3 Months)

• Manage client relationships during the initial three months post-onboarding, ensuring smooth service delivery and client satisfaction.
• Collaborate with the Strategic Account Manager to address payment collection, service escalations, and growth opportunities.

Payment and Financial Management (Initial 3 Months)

• Ensure timely release of payments from clients by maintaining strong follow-ups and communication.
• Address and resolve payment-related concerns in coordination with internal teams.

Internal Collaboration

• Work closely with cross-functional teams, including solutions design, commercials, and operations, to deliver client-centric solutions.
• Coordinate with internal stakeholders to streamline processes and improve client experience.

Market Research and Strategy

• Stay updated with market trends, competitor offerings, and client demands.
• Provide actionable insights and feedback to refine sales strategies and offerings.

Key Responsibility Areas (KRAs)

Revenue Generation

• Achieve or exceed monthly sales targets across all service categories.

Pipeline Management

• Build and maintain a robust pipeline with a clear focus on high-quality leads.
• Conduct a minimum number of client meetings per month to drive opportunities.

Account Activation

• Ensure timely and successful go-live of new accounts in collaboration with the onboarding team.

Client Presentations

• Prepare and deliver compelling client presentations to facilitate solution-based selling and improve conversion rates.

Payment Collection

• Ensure timely payments from clients during the initial engagement phase.

Collaboration and Coordination

• Work effectively with internal teams to address client needs and close leads in a timely manner.

Account Growth

• Identify and pursue upselling and cross-selling opportunities for additional services, ensuring account growth and profitability.

Key Skills and Competencies

• Proven track record in enterprise sales, preferably in warehousing, logistics, or fulfillment solutions.
• Strong understanding of B2C, D2C, and B2B fulfillment operations.
• Excellent negotiation, presentation, and relationship-building skills.
• Ability to manage and influence multiple stakeholders across client and internal teams.
• Strong analytical and problem-solving skills with a focus on client-centric solutions.
• Experience in payment collection and account management.
• Self-motivated and goal-oriented with excellent organizational skills.