YOUR ROLE
As a Sales Representative, you will responsible for developing and managing customer’s portfolio in accordance with commercial plan and selling products and services while promoting corporate branding in local market(s).
WHAT ARE YOU GOING TO DO
In this role, you will be expected to perform professionally by dedicating to below responsibilities:
BUSINESS DEVELOPMENT:
- Develop new business, overall market share and turnover in accordance to commercial strategy.
- Plan and conduct commercial calls and visits as per agency sales’ segmentation and joint visits with GA customers.
- Fulfill the marine allocation budget while meeting required increase ratio of Y-O-Y volume performance.
- To fulfill the budget of Non-marine products (VAS, CEVA, Intermodal, eCommerce).
- Identify and develop My Price digitalized customer including identifying pricing, routings issues. Centralize and escalate pricing, routings issues about MyPries (ATM: to Lines, CSM: To eCommerce)
- Further develop and increase CIF business volume and potential customers, with fulfillment of CIF allocation budget
- Complete related trainings, webinars or e-learnings in Academy.
MARKETING INTELLIGENCE IDENTIFICATION:
- Collect local marketing information, competitors’ information, paying close attention to any changes in the market with duly quality reports to - Area Management or Sales / Lines Management
- Carry over expired MID, update existing MID, create MIDs or specific opportunity for marketing identification exclusively.
- Arrange daily sales activities to complete regular weekly sales call plan and sales reports in CRM, and review pending leads in CRM generated from other Sales Reps.
- Update commercial data and customers feedback in CRM followed company SOF.
TENDER MANAGEMENT AND QUOTATION MANAGEMENT:
- Be responsible for Tender Reception and Acknowledgement.
- Be accountable for fulfilling of Customer Tender Template (rate request, reminder, completion follow-up), and integrate potential volume into CRM or spot tenders.
- Analyze Terms & Conditions and production of Business Requirements/ Tender specifics.
- Negotiate with customers/pricers, final review and submit the local tender to customers and organize the face to face meeting.
- Communicate/inform relevant internal stakeholders (ILS, customer care, finance, agency trade manager) when customers agree rates and filing of quotations.
- Relay pricing requests from customers to Sales Support team.
- Be accountable for quotations creation, update and follow-up, to monitor quotations pending form lines, request DDSM exception and update info into the system, update quotation with correct routing with Sales Support team.
SALES PERFORMANCE MANAGEMENT:
- Follow up customers with reduced bookings or lost volumes and reduced non-maritime performances.
- Be responsible for Sales forecasts compilation based on feedbacks from customers (4 weeks).
GLOBAL KAM ROLE:
- These responsibilities are applicable when Elite and Corporate Global level customers are assigned to this sales, subject to segmentation and agency arrangement dynamics
- Develop a growth strategy and budget for each account with China - Key Account Sales Director and China Top Management
- Communicate internally on accounts’ evolutions with Top
- Management and contribute to value proposition ideas.
- Ultimately responsible for a portfolio of Elite & Global corporate customers on a Global level for all trades and brands.
- Responsible for building account plan for each customer within portfolio.
- Follow up global tender/quotation of the account
- Develop strategic partnerships with customer, increase commercial network expertise and knowledge of this customer.
- Ensure account performance, meeting customer awards and addressing market changes.
- Identify and inform of any process improvements needed to improve customer satisfaction.
- Coordinate with all internal stakeholders (legal, lines, customers care, agencies…) to secure the interest of the customer.
- Communicate process improvements for customer satisfaction and operational efficiency.
OTHER COMMERCIAL TASKS:
- Request New/Renewal/Update credit conditions for customers;
- Sales intervention in case dispute management
- Other ad hoc tasks, including effective communication and collaboration, well-prepared and ready to deal with emergencies.
WHO ARE WE LOOKING FOR
You will be a great fit if you have:
1. Bachelor’s Degree in Business Management or Shipping/Logistics related
2. 5+ years of professional experience in Shipping domain
3. Sound record within the industry, with 8+ years’ experience
4. Excellent communication and interpersonal skills
5. Good command of both spoken and written English
6. Solid computer skills including data analysis and PowerPoint presentation skills