Inttra Inc

  • Territory Sales Manager, India (Mumbai)

    Job Locations IN-Andheri East, Mumbai 400 059
    Posted Date 4 weeks ago(4/26/2018 9:41 PM)
    Category
    Sales
  • Overview

    INTTRA is the world’s largest, multi-carrier e-commerce marketplace for ocean shipping. INTTRA professionals work with 54 leading carriers and NVOCCs, 109 software alliance partners, as well as their customers, to streamline and standardize their shipping processes worldwide through a network of more than 220,000 shipping professionals. Over 600,000 container orders are initiated on the INTTRA platform each week, representing 27 percent of global ocean container trade.

     

    This individual will be responsible for overall business growth, sales profitability, and account penetration goals within the assigned territory and/or market by effectively selling the company’s products and/or services, identifying new opportunities, leading business development activities in alignment with P&L owners, and personally securing new business accounts/customers.

    Responsibilities

    • Personal accountability to develop and grow territory/market revenue across INTTRA’s business lines.
    • Develop an integrated account and market development plan in alignment with multiple product, marketing and channel managers.  
    • Focus on new customer acquisition and growth particularly in the “AAA” segment. 
    • Cultivate and manage in-country relationships with ocean carriers and INTTRA alliance partners, including execution of contractual agreements as appropriate, in support of global revenue goals.  
    • Build successful partnership/business relationships at senior levels with ocean carriers, port owners, government bodies and industry leaders to sell the value proposition of e-commerce.
    • Provide leadership to the industry (e.g. represent INTTRA on industry forums) within his region to promote the acceptance of e-commerce.
    • Promotes/sells/secures orders from existing and prospective customers through a relationship-based approach.
    • Establishes, develops and maintains business relationships with current customers and prospective customers in the assigned territory/market segment to generate new business for the organization’s products/services.
    • Demonstrates products and services to existing/potential customers and assists them in selecting those best suited to their needs.
    • Makes telephone calls and in-person visits and presentations to existing and prospective customers.
    • Researches sources for developing prospective customers and for information to determine their potential.
    • Develops clear and effective written proposals/quotations for current and prospective customers.
    • Expedites the resolution of customer problems and complaints.
    • Coordinates sales effort with marketing, sales management, accounting, logistics and technical service groups.
    • Analyzes the territory/market’s potential and determines the value of existing and prospective customer’s value to the organization.
    • Creates and manages a customer value plan for existing customers highlighting profile, share and value opportunities.
    • Identifies advantages and compares organization’s products/services.
    • Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment.
    • Ownership at a headquarters and key regional offices and through communications with INTTRA Managing Directors, at a regional level for all account activities relative to account penetration, business development activities, integration requirements, support requirements and overall account satisfaction
    • The development and maintenance of detailed “Account Plans” maintained in Salesforce.com
    • Communications across company to achieve global account penetration and satisfaction
    • Working with regional and headquarter personnel to address any and all account related needs and corporate related objectives

    Qualifications

    Qualifications:

    Education & Professional Qualifications:

    -          -Bachelor’s Degree preferred

     

    Prior Experience:

    • 10+ years of direct sales experience
    • International experience is desired
    • Significant commercial experience in a 3PL, Logistics, Software solutions or Ocean Carrier environment

     

    Skills & Qualities:

    • Excellent verbal and written communication
    • Polished negotiation skills with excellent listening and presentation skills
    • Demonstrated tenacity and the ability to navigate corporate structures
    • Flexibility and ability to shift with the demands of the business in an entrepreneurial, informal environment
    • Extensive background in international supply chain and e-commerce solutions is preferred
    • Commercial understanding and industry knowledge of the Internet and e-commerce solutions for the logistics sectors such as B2B web portals is preferred
    • Demonstrated ability to work as part of a team is critical
    • Demonstrated innovativeness and motivation

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