Vertical Lead - Solar & Industrial

*Purpose/ObjectiveThe purpose of the role is to drive new business growth in Adani’s business across the Solar, Manufacturing & Industrial segment. The Vertical Sales Manager will ensure the accomplishment of the sales targets and drive the product sales expertise to optimize team results. The role will be accountable for sales strategy, sales processes and achieving sales revenue targets across sales channels and will be responsible for business development strategy & planning which includes identifying, evaluating and negotiating new sales and market growth opportunities.*Key Responsibilities of RoleDelivery as per Vertical Budget and Team EngagementDeliver the sales budget for end-to-end freight forwardingDrive culture and initiatives to increase engagement with key customersManage and grow 10 to 12 accounts directly in a Key Account Manager scopeManage cadence of meetings and conversations with internal & external stakeholdersOwn the P&L for the specific vertical and drive business growthSupport customer engagement and relationship managementDrive best-in-class pipeline hygiene and sales call governance with business associatesCustomer Insights and Solutions (Value Propositions)Systematic gathering of vertical intelligence/insights (e.g.: studies, subscription based, trade shows)Systematic capture of identified vertical specific needs/insights from frontline and client engagements, building on segment insightsIdeation and formulation of unmet future needs (including priority for vertical)Develop Vertical Value Propositions and define packages / integrated solution offerings (incl. pricing guideline) in collaboration with designated functional teams (e.g. Customer Insights, Sales Channels) and relevant ProductsOversee that created Vertical value propositions deliver on the anticipated/envisioned contributionBusiness Development and Growth Support Sales Team(s) through sponsorship of Key Pursuits – across value propositions, proposals and Customer meetingsAct as Customer advisor where relevant: expand client SoW through leverage of senior level engagementAct as Growth Champion – always driving for expansion and challenging the organizational status quo or inertiaBuilding effective vertical communities within Adani Ports & Logistics*Qualifications and Experience10+ years in a customer-facing sales role within the freight forwarding or logistics industryProven success in developing and winning new customer business through both personal and collaborative team selling effortsDemonstrated leadership experienceStrong presence and ability to communicate and engage with key stakeholders across multiple levels of customer organizationAble to achieve results through result-oriented strategy driven by teamwork and collaborationAbility to build strategic and consultative partnerships with customers while maintaining a strong sense of empathyExcellent influencing, negotiating and problem-solving skills

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