Director - Vertical Product

Summary of the Position

The Director of Vertical Product (Global Business Development) drives business growth by developing and executing strategies for the assigned vertical product. This role focuses on building strong client relationships, managing key global and regional accounts, and identifying new business opportunities. The Director oversees tender management, collaborates with internal teams, and provides market insights to strengthen the company’s position.

Duties & Responsibilities

Strategic Market Leadership

• Develop and implement a comprehensive business development strategy for the assigned vertical market, aligning with the company’s global vision and objectives.
• Identify emerging market opportunities, trends, and regulatory changes to maintain a competitive advantage and drive business growth.
• Develop and deliver tailored solutions and value propositions that address the unique needs of vertical market clients.

Account Management & Relationship Management

• Build and nurture strong, long-term relationships with key clients, partners, and industry stakeholders to establish the company as a trusted advisor.
• Provide expert insights and innovative solutions to meet clients' logistics and supply chain needs, enhancing customer satisfaction and loyalty.
• Lead and manage high-impact negotiations, ensuring strategic deals are closed to meet or exceed revenue and profitability targets.
• Actively engage C-suite executives to deepen strategic relationships and develop long-term partnerships.

Business Development & Sales Leadership

• Drive revenue growth and market share by identifying, pursuing, and converting new business opportunities in the vertical market.
• Lead the end-to-end sales process, from lead generation and solution design to contract negotiation and closure.
• Develop and execute account management strategies for key clients, focusing on cross-selling and upselling logistics solutions.
• Collaborate with Operations, Solutions Design, Marketing, and Finance teams to ensure seamless customer solutions and service delivery.

Market Intelligence & Competitive Analysis

• Conduct market research, competitor analysis, and customer insights to understand industry dynamics and refine go-to-market strategies.
• Provide regular reports on market trends, customer requirements, and business performance to support data-driven decision-making.
• Analyze and anticipate competitive moves and propose strategic responses to maintain market leadership.

Tender Management

• Identify and pursue tender opportunities within allocated global and regional key accounts, in line with the Global Tender Process.
• Coordinate and allocate tenders to the appropriate tender team, ensuring an efficient handover of customer information.
• Oversee the development of value propositions (VP) and lead presentations to customers to secure new business.
• Ensure consistent compliance with global tender requirements and drive the successful closure of strategic contracts.

Performance Measurements

• Achieve and exceed annual revenue, profitability, and market share growth targets for the assigned vertical market.
• Demonstrate customer retention and satisfaction improvements through strategic account management.
• Successfully close strategic tenders and deals, contributing significantly to the company’s business objectives.
• Establish a pipeline of opportunities aligned with long-term growth strategies.

Requirements:-

• Minimum of 10 years of experience in logistics, supply chain, or transportation, with at least 5 years in business development or sales leadership.
• Proven track record in driving sales growth and managing large accounts in a specific vertical market.
• Strong understanding of global supply chain and logistics solutions, including freight forwarding, warehousing, distribution, and transportation.
• Excellent communication, presentation, and negotiation skills.
• Strong analytical skills and business acumen.
• Ability to work independently and lead cross-functional teams.
• Willingness to travel internationally as needed.