BUSINESS SIDE :

- Understand the trucking requirements of various sectors & create a pool of potential customers for each sector.

- Identify potential business opportunity with every customer, categorize customers based on revenues & business potential & assign team members accordingly

- Formulate a plan of action to target customers in respective sectors & assign revenue targets to individual BD executives based on the overall territory targets.

- Set up periodic reviews with customers, meet them & seek feedback on the overall experience & service levels in particular & understand areas of improvement.

- Set processes & establish tight controls to track team's progress & put measures in place to evaluate team's performance.

- Ensure that team is equipped to execute business transactions using technology. Insist on using technology to capture all business transactions.

- Work with the reporting manager to device incentive schemes for BD team & clearly communicate the same to individual team members.

- Device periodic review mechanism of the team to track business & collection targets. Intervene wherever personal involvements are required.

- Identify issues such as high ageing / disputed payments, seek involvement of reporting manager, wherever required & work towards closing out the issues.

- Identify cross selling opportunities, pitch other products & engage the respective stake holders to take up further opportunities.

OPERATIONS SIDE :

- Drive operational metrics, identify short comings & gaps in achieving the metrics, device ways & means to achieve the metrics

- Device corrective action plans to meet customer SLA's & work towards improving the overall service levels.

- Implement SOPs required for systematic functioning of ground operations & central operations teams. Train / coach the team on SOPs & educate them to follow the same.

- Organize process compliance audits, track the process adherence levels, periodically review the process applicability & propose process changes as required

- Work with VM team to identify areas of optimization & drive optimization efforts to achieve desired levels of profitability.

CANDIDATE PROFILE :

- Industry Experienced professional with a minimum of 5 to 6 years of experience in Logistics sector - particularly in Business management domain & more specifically in Trucking / Road transportation segment.

- Thorough in sales management processes, should come across as a pleasant personality, very good communication skills & strong in metrics monitoring

- Candidate should be objective, number driven & comfortable working with targets & deadlines.

- Proven abilities in tracking people performance & should enjoy conducting frequent reviews

- Candidate should be comfortable in using technology & insisting its usage to team members

- Qualification - MBA preferred

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