海运销售 Sales Representative

Key Responsibilities:

1. 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.

2. 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.

3. 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.

4. 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).

5. 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.

6. 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.

Required Experience & Skills:

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 in English and average computer skills including data analysis and PowerPoint presentation skills