Job Description

Title: Country Manager, North America,

Our Client

Supply chain Tech Startup in analytics specialized in the domain of supply chain and Logistics. It serves 25+ Customers across the globe with 250 + FTE spread across Europe and India. In the next 5 years, the accelerated growth would encompass supply chain operation in digital transformations with technology and advanced analytics, IoT, virtual reality, RPA, Blockchain and Neural networks.

Locations: Anywhere in the USA

Report to: Global CEO

P&L Management: Yes

Position Overview:

• Strategic leadership role to develop business, Acquire customer, create organization and accelerate growth for sustainable profits

• Steer growth using special purpose vehicle ( SPV) – Organic and Inorganic

• Strategize go to Market and brand positioning

Job Description:

Key Responsibility:

• Development of Business Strategy for Supply Chain Analytics Products & Services

• Conducting market research, analyzing the market and competitor activity to keep ahead of market trends

• Network Development and Geographical coverage for service offerings to customers

• Developing new businesses & managing client relationships.

• Enable growth and profitability of Supply chain Analytics business.

• Create & Development of Sales Organization.

• Management of Sales leads & CRM with the help of Sales Organizations.

• Expansion of business with existing customers & promoting all products and services-Software as a Service (SaaS) and Analytics as a Service ( AaaS) across geography.

• Manage Profit & Loss of the business.

• Setting process and procedures, monitoring and control related to sales & delivery activities.

• Develop a long-term Retention Strategy and monthly reviews with the existing customers in a specific geography.

• Managing entire sales cycle from qualified lead to Proof of concept, contracting and commercials, negotiation & closure.

• Driving sales initiatives with the responsibility of return on investment and exploring marketing avenues to build consumer preference and drive volumes.

• Strengthening relationships with Strategic key account Customers, and opinion leaders, thereby ensuring high customer satisfaction by providing them with complete after-sale support services.

• Able to clearly envision and communicate the future for the business particularly as it relates to digital opportunities. Translates the vision into actionable, quantitative plans.

• Positioning / Representing Organizations in different business forums to gain brand awareness.

• Manage teams for high performance. Helps to develop clear responsibilities and a development path for each role within the department.

• Demonstrate management capabilities including making effective use of external business partners; ensuring clear deliverables for Service Partners; prepare budgets and Resource Planning.

• Requires Travel: up to 25% domestic and international.

Decision Making Authority

• Disciplinary responsibility for Direct Reports

• Decide on opportunities (Go / No Go decision)

• Rate structure / Profit Margin for customer

• Market focus (create Go2 market strategy Industries, accounts)

• Long term Strategy – Inorganic Growth (aligned with Board of Directors)

• Resource Planning – Defining Org Structure for Sales & Implementation Team

Function- / Market & Industry Knowledge / Business Acumen / Process working

• Brought know-how in Supply Chain Management (Solutions, mechanisms, E2E Sourcing to Point of Consumption, Total landed cost, etc.)

• Knowledge of Supply Chain Management Tools and Applications with advanced analytics

• Must have led multiple Supply Chain Digital Transformation projects & worked under extensive Service set-up ( ex- IBM, JDA, Kinaxis & E2open Etc.)

• Sound understanding of strategy and products of Supply chain and Logistics

• Deep market knowledge (customers, competitors, suppliers, overall environment)

• Sound understanding of Industry Verticals – FMCG, Pharma, Health Tech, Industrial.

Skills & Competencies

• A proven track record and demonstrated success in leading teams selling SaaS / Cloud enterprise software large enterprise & global companies.

• A proven track record and demonstrated success in selling 4PL Services/ Enterprise SaaS /Supply chain Analytics .

• People management and leadership (Recruitment / Selection / Training & Development / Coaching / Conflict Management / Performance Management)

• Ability to manage cross-functional interfaces (Data Science , Delivery center , Analytics , marketing , Finance and branch sales org).

• Strategic planning and execution skills in building sales org

• Decision-making abilities for P&L for customer acquisition

• Ability to Scale Tech Startups to Unicorns.

• Result oriented and customer focused to retain and exceed expectation in sales cycle engagement Proven sales and negotiation skills to win

• Ability to work in a diverse environment and culture

• Strong network & relationship building capabilities

• Excellent communication & interpersonal skills (verbal, written, listening and presentation)

Educational Background / Work Experience:

• Higher educational level (The incumbent should posses a Bachelor’s degree/ Master degree in business Administration / Marketing from a reputed university/business school.

• At least 15 years’ experience in Supply Chain Management and Business Development for Supply Chain Digitization Products/ Services .

• Consulting experience will be added advantage in SCM with working experience in MNC

• Sales Organizational Development experience is essential.

Business Type

Analytics As a Service( AaaS)

Software As a Service ( SaaS)

Focus Industry Pharma Industrial FMCG Hitech Retail Ecommerce Health care

Culture

Act Like Owner (ALO) Fail fast Scale Fast Customer FIRST Innovation & Improvement Respect Diversity & Demonstrate Integrity