Enterprise Sales Manager - Remote - Shiprocket

    Shiprocket
    Shiprocket Remote

    4 days ago

    Full time
    Description

    Sales Target Achievement

    • Meet and exceed monthly sales targets for warehousing and fulfillment 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 Fulfillment (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 fulfillment 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 fulfillment solutions.
    • Strong understanding of B2C, D2C, and B2B fulfillment 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.
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