Enterprise Sales Manager
- Shiprocket
- 6 - 11 years
- Mumbai
- 8 months ago
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Job Description
Overview:
We are seeking a highly motivated and experienced Enterprise Sales professional to drive sales of Shiprocket Fulfilments' warehousing and fulfilment solutions across the Indian market. The role involves selling solutions for B2C, D2C, and B2B order fulfilment, with a focus on end-to-end logistics that includes Domestic and International B2C shipping as well as Cargo shipping support. The ideal candidate will take ownership of the entire sales process, from lead generation to account go-live, while ensuring client satisfaction and achieving revenue targets.
Key Responsibilities:
Sales Target Achievement:
Meet and exceed monthly sales targets for warehousing and fulfilment 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 Fulfilment (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 fulfilment 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 fulfilment solutions.
- Strong understanding of B2C, D2C, and B2B fulfilment 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.
Job Classification
Industry: Internet (E-Commerce)Functional Area / Department: Sales & Business DevelopmentRole Category: Enterprise & B2B SalesRole: Enterprise Sales ManagerEmployement Type: Full timeContact Details:
Company: ShiprocketLocation(s): Mumbai
Keyskills: Lead Generation Pipeline Management Account Onboarding Account Management
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Shiprocket
To create an e-commerce enablement platform that leverages data, workflows and supply chain at scale to make eCommerce open, simple and trustworthy for everyone.
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