Corporate Unit: North China
Location: Xi’an
Reporting to: Air Freight Manager& North Sales Manager
Staff Responsibility: N
2 General Description
? Acquisition of new SME customers and maintain existing customers within the assigned sales area.
3 Specific Accountabilities
? Identify high potential SME customers for locally controlled Air/sea/land/rail and contract logistics, focus on air in the assigned sales area.
? Gain business with new customers and additional business with existing clients.
? Schedule sufficient number of appointments with potential clients, meeting above criteria, in line with KPIs and quality standards given by company.
? Build relationships based on professional advice with potential SME customers within the assigned sales area.
? Acquire locally controlled new SME customers in the assigned sales area in line with the KPIs.
? Ensure close FUP (follow-up) of CST (customer) visits from overseas colleagues.
? Report sales activities on a regular basis and maintain up-to-date customer profiles via the Schenker CRM system (SMART) in line with the quality standards given by company and the KPIs.
? Identify potential business for Schenker Network partners by generating qualified sales leads and follow up on all sales leads from indoor sales/products/overseas and ensure they are answered and immediate action is taken in line with Sales Leads KPI.
? Actively support Network partners in new business acquisition where necessary (e.g. supplier visits).
? Actively participate in sales campaigns rolled out on a Trade Lane or sub regional level.
? Actively engage RDM and VMM, as well as airfreight manager/airfreight sales manager / branch manager, in joint sales calls within the assigned sales area.
? Ensure in-cooperation with Customer Service / Operation teams a proper implementation of the new business.
? Understand the request of assigned existing customers and set up solid relationship to maintain existing business while dig out our more potential.
4 Skills Required
? Sound knowledge of logistic service, Air/sea/land/rail and contract logistic, preferred as an air expert.
? Sound understanding of sales processes and consultative selling concept.
? Knowledge of Chinese Trade and relevant Laws, Regulations, Process and Procedures
? Knowledge of common IT tools (MS Office suite, Customer Service Applications, Tracking + Tracing tools etc.).
? Fluent in written and spoken English and Mandarin.
? Strong presentation skills.
6 Experience and Qualifications
? Chinese University graduated or above.
? Minimum 2 years experience in foreign freight forwarding company.
7 Core Competences
? Strong Relationship Building ability
? Initiative
? Target and Result focus
? Business acumen
? Highly self-motivated
? Winning personality