The incumbent heads the Sales function for Domestic Container movement for DLI. Based out of the Corporate office, S/he reports to the COO. Her/his core responsibilities include directly heading the retail domestic container sales for the Rail Division of DLI as a whole. The role will actively work with the Rail Operations team for optimal utilization and margin realization from movement of railway rakes through generating sales through Domestic container movement services. The role will assist the COO in expanding the reach of DLI’s rail services throughout the country.
For Integrated Logistics Parks (ILPs) owned by DLI (Owned Terminals), S/he will act as the functional head for all retail domestic container sales generated out of the ILP. In this role, the Head (Domestic Sales) will co-ordinate with the respective CEOs of the ILP in accelerating retail sales by active management of the sales pipeline, and pipeline conversion using the ILPs as the anchor nodes for containerization through rail movement through DLI’s rail services.
For both owned and accessed terminals, the Head (Domestic Sales) will direct dedicated resources for gathering and updating customer intelligence, understanding customer requirements and for short-listing promising customer accounts for pursuit. S/he will design strategies to target growth not only by weaning away market share from nearby rail terminals, but also by active conversion of current road-based cargo to rail routes. Based on the demand, the Head will co-ordinate with the Rail Operations team to update existing routes and design new routes for deployment of rakes.
The role will also work with CEO, ILP, Head H&T and Head Rail Operations for designing strategies for optimal handling of existing container inventory (or for leasing of more containers), operations (domestic stuffing of exim containers) and mine existing customer accounts for increased realization through integrated value-added services (including first-mile, last-mile and storage services) at owned and accessed terminals.
S/he must have strong hands on exposure in mapping Competitor activities, understanding economic and marketing dynamics and accordingly initiate pro active measures. S/he must have adequate knowledge about containerized rail operations as well as containerized road transportation.
Masters in Business Administration or Equivalent
10+ years of experience heading sales in domestic container movement by rail.