Product Sales Specialist/Inside Sales/Sales
- Tech Mahindra
- 3 - 8 years
- Hyderabad
- 4 years ago
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Job Description
Contact: BK*******9@te*********a.com / 7095152*** (WhatsApp)
Desired Profile would be from
(Freight forward saas sales, Freight forward digital solution, Digitalization in freight forwarding, digital freight forwarding market, CHA Software Sales)
JOB DESCRIPTION 1. JOB DETAILSPosition Title:Product Sales Specialist DP World Band: 4Reports to:Head of Digital ProductsPrepared by:GITDepartment:Group ITDate prepared:May 2021Business Unit:DP World FZESection / Cost Code: 2. JOB PURPOSEWe are looking for Product Sales Specialists to sell the cloud SaaS solutions (Cargoes Runner, Flow) to the prospective customers and existing clients in the designated markets, prepare and present solution demos, analyze client needs and sell the functional and technical aspects of the solution to clients that fits their needs, prepare high quality winning proposals that connects the dots between technical and business requirements, negotiate pricing as per commercial guidelines, faster closure of deals, and coordinate the client on-boarding activities with implementation team to ensure customer success. The role requires to prioritize the leads based on market intelligence and analytics, account level opportunity assessment, and improve the bid winning rates. Also, work closely with partners, industry event organizers, and internally with product technical teams for customer feedback, commercial teams for pricing and marketing activities. 3. JOB DIMENSIONSNumber of Staff Supervised (if applicable)Direct Reports:0Indirect Reports: Financial Data (if applicable)Operating Budget: Annual Turnover: Other: Other (if applicable) 4. KEY ACCOUNTABILITIES
- Lead the discussion with prospects/existing customers to deeply understand their solution needs
- Prepare and deliver differentiated solution presentations, demos, or technical proposals.
- Sell the value of Cargoes Products using multiple channels i.e. phone, presentation, online demos
- Build relationships with partners to find and realize opportunities and attend industry events.
- Conduct competitor analysis and provide insight into sales plan and how to beat the competition
- Manage and/or deliver technical validation activities including Proof of Concepts, Pilot projects.
- Respond to RFIs or RFPs, prepare proposals, and pitch Cargoes Products with key differentiators.
- Work with Product team to provide customer/market feedback and prioritize requirements/issues
- Hand over the signed customers to the on-boarding team and maintain customer relationship
- Coordinate with commercial and marketing teams for pricing, and marketing activities
- Meet the monthly/annual business targets i.e. new customers signed, new sales revenues, renewals
OTHER
- Act as an ambassador for DP World at all times when working; promoting and demonstrating positive behaviors in harmony with DP Worlds Our Principles, values and culture; ensuring the highest level of safety is applied in all activities; understanding and following DP Worlds Code of Conduct and Ethics policies
- Perform other related duties as assigned
5. jOB cONTEXTThe role is critical for the commercialization of Cargoes Digital Products (i.e. Runner, Flow) that DP World would be launching in the selected countries that offers significant market opportunities in terms of client base and market potential for digitalization of traditional freight forwarders. Also, the selected countries have significant investments from DP World in the ports & inland depots that could be fully leveraged to penetrate the market. As DPW is expanding its core business into digital logistics solutions such as DFA, Searates, DUBUY.com, the Cargoes Runner and Cargoes Flow would offer ERP solution which the Freight Forwarding industry needs to manage their operations, billing, and financial processes. The successful candidate must be able to work in selected countries, be comfortable with the challenges of launching a new SaaS product in the market and be able to persuasively communicate with all internal and external parties and stakeholders. S/he will be a strong business development and salesperson with consultative mindset of listening, understanding, and anticipating customer needs.
6. QUALIFICATIONS, EXPERIENCE AND SKILLSBASIC QUALIFICATIONS
- Bachelors degree in computer science, or business administration/economics, or logistics
- Minimum 3-5 years of experience in SaaS cloud solution sales of ERP/CRM, or Logistics solutions
- Excellent skills of proposal preparations, customer presentations, demos of solutions, effort estimation, and other pre-sales activities
- Very good understanding of one or more industries like Freight Forwarding, Transportation, Logistics
- Must bring in consultative approach, commercial awareness, stronger customer orientation with the ability to map customer needs into solutions offered
- Result oriented and ability to delivers business targets in new and tough market conditions
- Team oriented with exceptional interpersonal and communication skills, both written and verbal
- Multi-tasking, and able to effectively manage multiple customer engagements with a high degree of responsiveness and meet customer expectations and timelines
- Ability to work independently, strong attention to customer needs and solution fitment, and a passion for driving pre-sales business activities to develop and grow the business for Cargoes products.
PREFERRED QUALIFICATIONS
- Certification in International Freight Forwarding, or Logistics and Transportation
7. COMMUNICATIONS AND WORKING RELATIONSHIPS Internal:
- Maintain all customer interactions and proposals on CRM for good housekeeping and reports generation
- Prepare weekly pre-sales/sales reports as per required standards on the business performance and feedback from the clients
- Daily/weekly interaction with the DP World IT, Product Team, Commercial, Marketing
External:
The ability to communicate effectively with external parties is essential to successfully
perform this role. Examples of these external parties include:
- Event Management companies
- Business Partners and Vendors
- Customers
8. FRAMEWORKS, BOUDARIES AND DECISION-MAKING AUTHORITY The role operations within the boundaries established DP World policies and procedures. The role makes decisions on the best working methods to obtain maximum efficiency, reduction/on time delivery.
Operates with substantial day to day autonomy and independence within budgetary and business parameters, Consults with Team lead when required.
The position is also expected to discuss initiatives, strategies, deliver presentations and promote best practice with regard to any relevant issues directly with key customers internally and externally.
Job Classification
Industry: BPO / Call CentreFunctional Area: Sales & Business Development, Role Category: BD / Pre SalesRole: BD / Pre SalesEmployement Type: Full timeEducation
Under Graduation: Graduation Not RequiredPost Graduation: Any PostgraduateDoctorate: Doctorate Not RequiredContact Details:
Company: Tech MahindraAddress: SHARDA CENTRE,,SHARDA CENTRE,OFF KARVE ROAD,ERANDW, PUNE, Maharashtra, IndiaLocation(s): Hyderabad
Keyskills: marketing inside sales opportunity assessment market intelligence product sales proposals
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