DGM / GM Sales

Overview

The position will be responsible for originating, supporting and closing transactions with new and existing customers to meet GIPL’s renewal, assignment and investment objectives and maximize return on the portfolio.

Responsibilities

Key Activities

1. New Business Development

· The incumbent has the primary responsibility for generating new business opportunities in line with GIPL strategy

· Responsible for internal and external initiatives for scoping of new business opportunities.

2 Maintain excellent relationships with existing Clientele

· Ensure customer retention and account performance; help identify, evaluate and execute opportunities for additional business with existing customers

· Play the lead in resolving any customer issues that may come up by effectively liaising with the requisite functional departments and escalating matters, if and when required

· Recognize and develop opportunities to invest in customer owned assets if they align with GIPL’s portfolio strategies

· Ensure compliance with the terms of agreement between GIPL and customers.

3 Active Support in Sales/ Cross functional activities

· Assist in preparing Sales presentations, market/ industry reports

· Assist as required in Budget preparation, monitoring and analysis

· Ensure regular updates in CRM and reliability of the database by periodic checks on data integrity

· Support own and other functional departments, as directed, in evaluating new projects, studies, etc

· Ensure proposals are delivered to customers in accordance with legal and contractual requirements

4 Promote GATX Brand

· Build GATX brand in India. Conceptualize/lead/participate in brand promotion activities, customer get-togethers, conferences etc.

Qualifications

• Interaction: Briefly describe the level/type of contacts that will interact with the position.

• The individual should have the skills to interact with senior management at customer level and close transactions independently
• This individual must be able to interact effectively with and present to all levels within GIPL.
• Individual will have regular contact will customers, prospective customers, regional government officials/agencies, regional industry leaders, professional organizations, and various functional teams at GATX headquarters.

• Education and/or Experience required (including certifications):

• Incumbent should have an MBA
• A minimum of 15 years of experience, preferably from the Logistics domain (rail/ shipping) or from the Infrastructure leasing domain, involving participation in the sales/deal origination, new business development and key account management
• Excellent communication and presentation skills (both written and verbal).

• Be organized and able to multitask, while maintaining focus on the highest priority issues and opportunities at any given time
• Have excellent business acumen, a fast learner and be able to understand customer industry dynamics; able to prioritize activities and opportunities based upon reward and risk, cost and benefit
• Be a good listener and demonstrate strong interpersonal skills to support interactions with customers, and internal team to gain their support
• Demonstrate both initiative and tolerance for ambiguity; to set priorities and attack issues and opportunities with well-defined action plans
• Regular travel across pan India would be required

• Key Competencies (non-technical behavioral skills, i.e. presentation, negotiation, customer service skills), in priority order. Select from “key competencies for job descriptions” list:

• Sales Ability/Persuasiveness
• Largely self-motivated and team player. Ability to work in small teams.
• Able to initiate transactions based on general guidance
• Customer Focus. Have excellent business judgment; ability to understand customer industry dynamics

• Keen to interact regularly with customers through meeting and foster relationships

• A high degree of integrity in personal and professional dealings.

• Negotiation skills

Posting Duration

This posting will remain open until the role is filled.As of the post date, the salary range for this position is:

Min

INR ₨0.00/Yr.

Max

INR ₨0.00/Yr.This role may be eligible to participate in the Company’s short-term incentive plan, the details of which will be provided to the applicant upon hire.

• The individual should have the skills to interact with senior management at customer level and close transactions independently
• This individual must be able to interact effectively with and present to all levels within GIPL.
• Individual will have regular contact will customers, prospective customers, regional government officials/agencies, regional industry leaders, professional organizations, and various functional teams at GATX headquarters.
• Incumbent should have an MBA
• A minimum of 15 years of experience, preferably from the Logistics domain (rail/ shipping) or from the Infrastructure leasing domain, involving participation in the sales/deal origination, new business development and key account management
• Excellent communication and presentation skills (both written and verbal).
• Be organized and able to multitask, while maintaining focus on the highest priority issues and opportunities at any given time
• Have excellent business acumen, a fast learner and be able to understand customer industry dynamics; able to prioritize activities and opportunities based upon reward and risk, cost and benefit
• Be a good listener and demonstrate strong interpersonal skills to support interactions with customers, and internal team to gain their support
• Demonstrate both initiative and tolerance for ambiguity; to set priorities and attack issues and opportunities with well-defined action plans
• Regular travel across pan India would be required
• Sales Ability/Persuasiveness
• Largely self-motivated and team player. Ability to work in small teams.
• Able to initiate transactions based on general guidance
• Customer Focus. Have excellent business judgment; ability to understand customer industry dynamics
• Keen to interact regularly with customers through meeting and foster relationships
• A high degree of integrity in personal and professional dealings.
• Negotiation skills