职责范围：
根据公司的战略和指导方针，针对特定地理区域内的稳定与潜在客户，管理与国际航运服务相关的销售计划和流程，实现销售计划所确定的目标.
岗位责任：
根据公司政策、战略、计划和指令，向现有和潜在客户提供和销售海运、空运、铁路和陆运以及联合服务的进出口国际服务；
通过各种渠道（亲自拜访、电话联系、使用社交媒体、参加展会、会议、行业活动）实现地理区域、产品线或细分市场的销售和收入增长目标；
对现有客户进行商业访问、进行整合，向他们通报市场情况，收集对所提供服务的反馈，并介绍其他服务；
与客户进行初步接触，并与潜在客户开展销售谈判；
准备销售报价、演示、提案、促销活动，并向客户进行产品演示；
通过与所有部门的沟通协调（包括销售团队、客户服务、操作和增值服务），以提高客户忠诚度及满意度；
通过与销售团队和运价（采购）的持续合作，监控所需报价的履行情况；
与所有操作部门分享收集到的反馈，以保持高水平的客户满意度，并及时将报告的任何投诉通知内部部门；
与财务团队的协作，处理与公司既定政策有关的付款方式变更请求；
处理数据和报告，并使公司的CRM保持实时更新。
任职能力：
了解国际运输的行业和产品、技术和方法；
了解海运、空运、铁路和陆运服务的术语和主要内容；
了解国际贸易术语解释通则；
掌握自信的沟通技巧；
了解物流和航运领域的服务销售技巧；
掌握谈判技巧知识；
了解客户分析的数据收集技术和市场分析；
理解和掌握经济、金融、国际合同要素等知识；
了解定价定义技术和边际管理；
能够使用CRM、报价系统、销售管理和跟踪跟踪系统；
优秀的英语能力（口语和写作）
软技能：
以客户为导向
注重结果
倾听和沟通技能
分析技能
谈判技巧
解决问
团队合作能力
典型工作场景：
在办公室或拜访客户；使用个人电脑、平板电脑和智能手机；全职工作时间；与客户的外部会议；与客户服务、运营和产品的内部协调；频繁旅行。
要使用的工具/需要的资格：
Microsoft Office软件包，尤其是Excel
销售和营销渠道
报价系统
销售管理（SAP等）
社交渠道
客户关系管理
驾驶执照
SCOPE OF THE ROLE:
To manage field sales plans and processes related to international shipping services and services accessories, for consolidated and potential customers, within a specific geographical area, pursuing the objective defined by the Sales Plan, in line with the company's strategy and guidelines.

RESPONSIBILITIES:
Presents and sells international services in export and import both Sea & Air, Railway and Land plus combined services, to existing and also potential customers - always in compliance with the policies, strategies, plans and company directives received.
Achieves sales and revenue growth targets for a geographic region, a product line or a market segment defined using various channels (in-person visits, telephone contacts, use of social media, participation of fairs, meetings, industry events).
Plans commercial visits to existing customers for their consolidation, to inform them about their market, collect feedback on the services provided and introduce additional ones.
Promotes preliminary contact actions and develops sales negotiations with potential customers.
Prepares sales offers, presentations, proposals, promotions and conducts product demonstrations to customers.
Coordinates with alle departments: Sales Team, Customer Service, Marketing, Operations and Value-Added Services to improve sales and customer loyalty and satisfaction.
Monitors the status of fulfilment of requested quotes through a constant relationship with the Sales Team & Pricing (Procurement).
Shares collected feedback with all Operational Departments to maintain a high level of customer satisfaction and promptly notifies the internal departments of any complaints reported.
Manages relationships with the Finance Team for any requests for changes in payment methods with respect to defined company policies.
Processes data and reports and keeps the company's CRM up-to-date.

COMPETENCIES:
Knowledge of the sector and products, techniques and methods of international shipments
Knowledge of the terminologies and main contents of Sea, Air, Rail and Land services
Knowledge of INCOTERMS
Knowledge of assertive communication techniques
Knowledge of the techniques of selling services in the field of Logistics and Shipping
Knowledge of negotiation techniques
Knowledge of data collection techniques and market analysis for Client profiling
Understanding & knowledge: Economics, finance, elements of international contracts
Knowledge of pricing definition techniques and marginality management
Ability to use CRM, quotation systems, sales management and track & trace systems
Dashboard analytics capabilities
Knowledge of English (speaking & writing)

SOFT SKILLS:
Customer oriented
Results orientated
Listening & Communication skills
Analytic skills
Negotiation skills
Problem-solving
Teamwork skills