Group Senior Manager - Digital Product Sales for SaaS and Logistics Software (e.g., CARGOES Run[...]

Group Senior Manager - Digital Product Sales for SaaS and Logistics Software (e.g., CARGOES Runner/CARGOES Flow)

We are looking for a Senior Group Manager to sell Cloud/SaaS Based Logistics Software Solutions (e.g., CARGOES Runner/CARGOES Flow). You will be responsible for finding new customers and expanding relationships with existing customers by directing and supporting collaborative sales efforts to grow one or more assigned product lines. JOB PURPOSE:

• The Sales Senior Manager performs sales activities and assists in closing qualified opportunities created by the telesales team, product sales specialists, channel partners, or other sales personnel while actively collaborating with these team members to achieve the sales targets.
• Assist telesales, product sales specialists, and channel partners who will be managed by the Sales Senior Manager and will be responsible for achieving sales quotas in the assigned product lines, and for supporting the product-line success of an assigned team of product sales specialists.
• The role requires prioritizing leads based on market intelligence and analytics, account-level opportunity assessment, and improving bid winning rates. Also, work closely with partners, industry event organizers, and internally with product technical teams for customer feedback, and commercial teams for pricing and marketing activities.

KEY ACCOUNTABILITIES:

• Set sales targets and hit sales targets by successfully managing the sales team and channel partners.
• Design and implement a strategic business plan that expands the company's customer base and ensures its strong presence.
• Work cross-functionally with marketing, product, and support teams to develop go-to-market strategies and execution.
• Lead ongoing analysis of business performance to support daily sales activities and monthly business reviews and present sales, revenue, and realistic forecasts to the management team.
• Own recruiting, objectives setting, coaching, and performance monitoring of the sales team.
• Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs.
• Maintain an effective account management role with customers to ensure they are served well, cross-sell opportunities are maximized, issues are addressed on time, and customer churn is minimal.
• Prepare and deliver differentiated solution presentations, demos, or technical proposals.
• Build relationships with partners to find and realize opportunities and attend industry events.
• Conduct competitor analysis and provide insight into the sales plan and how to beat the competition.
• Manage and/or deliver technical validation activities including Proof of Concepts and Pilot projects.
• Help team members in building RFIs or RFPs, prepare proposals, and pitch Cargoes Products with key differentiators.
• Meet the monthly/annual business targets, i.e., new customers signed, new sales revenues, renewals.
• Recruit the right channel partners and ensure partnership agreements are signed on time.
• Provide training and support to new partner recruits to ensure they are able to effectively sell the company's products or services.
• Build, maintain, and manage relationships with current and prospective channel partners.
• Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Monitor partner performance to ensure they are meeting sales quotas and maintaining customer satisfaction.
• Ensure partner compliance with Channel Partner programs and agreements.

BASIC QUALIFICATIONS:

• Bachelor's degree in computer science, business administration/economics, or logistics.
• Minimum 5-8 years of experience in SaaS cloud solution sales of ERP/CRM or Logistics solutions.
• Previous experience driving channel sales ideally within the same product category and channel.
• Excellent skills in 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, or Logistics.
• Must bring in a consultative approach, commercial savviness, stronger customer orientation with the ability to map customer needs into solutions offered.
• Result-oriented with the ability to deliver business targets in new and tough market conditions.
• Team-oriented with exceptional interpersonal and communication skills, both written and verbal.
• Successful previous experience as a sales Senior Manager, consistently meeting or exceeding targets.
• Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization.
• Proven ability to drive the sales process from plan to close.
• Strong business sense and industry expertise.
• Excellent mentoring, coaching, and people management skills.

SPECIALIZATION REQUIRED:

• Sales Manager who has managed $5M+ revenue from SaaS sales in global markets and has handled revenue targets.
• Candidate who has worked in Real-Time Visibility platform sales, Logistics Control Tower Software sales, and Transport Management Software Sales.
• Candidate who has managed sales teams with revenue targets.

PREFERRED QUALIFICATIONS:

• Certification in International Freight Forwarding, or Logistics and Transportation.
• Ability to be strategic but still roll up your sleeves to accomplish what needs to be done.
• Highly organized with a strong sense of urgency to meet deadlines.

INTERNAL COMMUNICATIONS AND WORKING RELATIONSHIPS:

• 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 business performance and feedback from clients.
• Daily/weekly interaction with our IT, Product Team, Commercial, and Marketing.

EXTERNAL COMMUNICATIONS AND WORKING RELATIONSHIPS: 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.

FRAMEWORKS, BOUNDARIES, AND DECISION-MAKING AUTHORITY:

• The role operates within the boundaries established by our policies and procedures. The role makes decisions on the best working methods to obtain maximum efficiency and 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 practices regarding any relevant issues directly with key customers internally and externally.

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Other

Industries

IT Services and IT Consulting #J-18808-Ljbffr