Website:
goodrich.co
Job details:
Job Role:
To drive business growth and achieve assigned commercial objectives by independently managing key customer relationships, developing new business opportunities and leading sales activities within the assigned territory, trade or customer portfolio.
The role is responsible for managing and developing junior sales team members, including Executives and Senior Executives, by setting priorities, monitoring performance, providing coaching and ensuring effective execution of sales strategies. The Deputy Manager acts as a bridge between the sales team and the reporting manager, contributing to both individual and team business performance.
Job Responsibilities:
1. Sales & Business Growth
- Drive achievement of assigned volume, revenue and other commercial targets for the designated territory, trade or customer portfolio.
- Identify, evaluate and develop new business opportunities and customer segments.
- Develop strategies to increase business from existing customers while acquiring new customers.
- Maintain a strong and healthy sales pipeline and ensure systematic follow-up on identified opportunities.
- Monitor sales performance and take corrective action to address gaps against targets.
2. Key Account & Customer Management
- Independently manage key and high-potential customer relationships.
- Understand customer business requirements, shipping patterns, growth potential and service expectations.
- Identify opportunities for cross-selling, increasing wallet share and developing long-term customer relationships.
- Handle complex customer discussions, service concerns and commercial requirements.
- Build strong relationships with key decision-makers and stakeholders within customer organisations.
- Support resolution of escalated customer issues in coordination with relevant internal teams.
3. Commercial Management & Business Conversion
- Oversee enquiries, quotations and booking conversion for assigned customers and team members.
- Ensure timely and effective follow-up on commercial proposals and business opportunities.
- Participate in commercial discussions and negotiations within the defined authority framework.
- Apply sound commercial judgement while balancing volume growth, revenue objectives and profitability considerations.
- Review conversion trends and identify opportunities to improve sales effectiveness.
4. Team Management & Performance Supervision
- Manage and supervise assigned Executives and/or Senior Executives.
- Clearly communicate business priorities, targets and expected outcomes to team members.
- Monitor individual and team performance against assigned sales and business objectives.
- Conduct regular reviews of sales pipeline, customer activity, conversion performance and target achievement.
- Provide direction and support to team members in prioritising customers and business opportunities.
- Identify performance gaps and take appropriate corrective actions in consultation with the Reporting Manager.
5. Coaching, Development & Capability Building
- Coach and develop Executives and Senior Executives to improve their sales effectiveness and business understanding.
- Provide regular feedback on customer engagement, prospecting, follow-up, negotiation and overall sales performance.
- Conduct joint customer calls or visits where required to provide practical learning and support.
- Guide team members in handling complex customer situations and converting business opportunities.
- Identify individual capability gaps and recommend appropriate development interventions.
- Support the onboarding and handholding of new team members and freshers.
6. Sales Strategy & Market Intelligence
- Monitor market trends, competitor activities, customer developments and changes within assigned trades or territories.
- Use market intelligence to identify emerging opportunities, potential risks and new customer segments.
- Provide relevant business insights and recommendations to the Reporting Manager.
- Contribute inputs towards sales plans, customer strategies and business development initiatives.
- Maintain a strong understanding of the Company's NVOCC services, trade lanes, port coverage and market positioning.
7. Cross-Functional Coordination
- Work closely with Operations, Customer Service, Pricing, Finance and other internal stakeholders to support business objectives.
- Ensure effective coordination for key customers and complex business requirements.
- Resolve cross-functional issues that may impact customer experience, booking conversion or business continuity.
- Escalate critical commercial, operational or customer risks in a timely manner.
- Ensure commitments made by the sales team are aligned with operational capabilities and Company guidelines.
8. Collections & Commercial Discipline
- Monitor outstanding payments and collection status for assigned customers and the team portfolio.
- Ensure team members follow up on outstanding payments in a timely manner.
- Identify potential credit and collection risks and escalate them appropriately.
- Ensure adherence to approved credit terms, commercial policies and internal guidelines.
- Balance business growth with appropriate commercial and financial discipline.
9. Reporting & Business Review
- Review individual and team sales performance on a regular basis.
- Monitor key metrics including sales volume, revenue, enquiry pipeline, conversion, customer acquisition and collections.
- Prepare and present periodic business, sales and market reports as required.
- Provide regular updates to the Reporting Manager on business performance, key opportunities, risks and team challenges.
- Maintain accurate sales and customer information within the relevant CRM or reporting systems.
Functional Requirements:
- Graduate in any filed
- A postgraduate qualification in Sales, Marketing, Logistics or Supply Chain Management will be an added advantage
- 6–10 years of relevant experience in Sales, Business Development, Key Account Management or a related commercial role.
- Demonstrated experience in independently managing customers, achieving commercial targets and developing new business.
- Experience in managing, supervising or mentoring junior sales team members is preferred.
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