As Country industry development manager, I am responsible for driving and growing our enterprise business in Aviation & Aero space, FMCG, Fashion and Ecommerce in particular, an important and fast-growing segment.Leading a team of global account managers, Country global account Manager and programme managers to grow the business by developing industry-Specific solutions for growing the business. I also lead and collaborate on Fashion and Ecommerce workstreams in India including representing DHL Express in various events, Webinars with eco system partners.Consultative in nature, each project goes through a process of discovery, building a hypothesis and generating a set of insights and recommendations that drive growth and profit in the business.Consistently keep track with changes and trends of the environment (consisting of economic, market, customer and competition analyses) through proper market intelligence system so as to ensure continued profitable business growth for the company.Working in a cross-functional environment, leading regional management team for western India, develop solutions for problems faced by cross functional team and achieving the desired results “As one”.Achievements (not exhaustive):As a team, we grew Aviation & Aero space, FMCG, Fashion and Ecommerce revenue from 19.20 M Euro’s to 44.80 M Euro’s during 6 years. Developed industry solutions for MRO, I2M -- Imports and hybrid solutions – Exports.Development of Value Proposition for Large Indian / MNC / CSI customers through digital Transformation and effective implementation of Tech solutions like My DHL plus, My Bill, DIET.Coaching through digital way by using technology (tools) like GSIP+, GCPT, COMET.Customer development plan (Supply chain explorer) for all major groups / customer units every month. Consistently delivered Employee opinion survey results 100% year on year.Credit collections: DSO less than 30 days and +60 Days less than 3 %.

Managed a team of 8 sales people, Lead the team to double digit growth each year with best performing Area for 4.5 years. Conducted road shows, framed franchise policy and appointed 7 franchisees to develop business in up country markets in Gujarat and Madhya Pradesh.As a team, we grew Gujarat and Madhya Pradesh revenue through B2B and B2C customers from 1.6 M Euro’s to over 12.8 M Euros during 4.5 Years term.Built industry specific solution for across industries like life sciences (CRO), Ecommerce and trader’s market.Delivered excellent results through effective cross functional relationship and supported the team in achieving their respective KPI’s.Consistently delivered Employee opinion survey results 100% year on year.Credit collections: DSO less than 27 days and +60 Days less than 3 %. My role involves coaching and developing my sale team to consistently achieving quarterly and annual targets. Managing pipelines and forecasts to achieve quarterly and annual net gain targets and budgets by building solutions and greater customer experience. Through effective coaching promoted 4 relationship managers to next role. Recruited and trained new relationship managers to a successful team in a challenging business environment.

Managed GCS, MNC and National Customers - Life Sciences/ Pharma, Oil & Gas, Global Financial & Professional Services and Fashion.Build and maintain executive relationships within the designated GCS/MNC customer accounts Lead and managed customer presentations and proposals.Establish clear understanding of customer expectations & requirements and Build solutions. Plan & co-ordinate activities and programmes to retain and develop sustaining sales revenue Develop and manage after sales strategy for each of the designated account customers.Formulated a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximises growth within the existing account base so that the required account sales results are achieved.

Identifying new clients through personal and Phone contacts. Planned, Organized and Implemented Sales Programmes and Presentations.Analysed competitive product offerings in terms of features and benefits as well as price points. Built a close relationship with over 120 Clients, through aggressive Follow up. Explaining clients about the Different Services and their benefits to their organization. Solving the operational issues by initiating the necessary actions both inter & intra organizational Effective utilization of sales tools which are available for the effective customer management.Understanding the new requirements of the customer, coordinating with the other functions in DHL & to make that requirement to go live & making the customer happy. Identifying the new industry segment, understanding the nature of the industry & their shipping requirements, and put process in place from time of pick up till delivery. Will make DHL monopoly & getting more revenue & more profits

Handled Air, Ocean imports sales (FCL, LCL (Consolidation) & AIR (Consolidation), Project Cargo), Brought in Major customers like Ashok Leyland, EID parry, Retained Honey well. Met with CHA’s, Importers, to define new product requirements and work with product development to document these requirements in product specifications. Analysed competitive product offerings in terms of features and benefits as well as price points.Review product pricing and gross margin goals for existing products annually and establish new product pricing. Distributed key account sales reports to regional managers and senior staff and reviewed sales goals with regional managers.Reorganized customer service to properly align with sales teams improving communications and reducing time sales spent on non-sales related administrative activities.