The position is a combination of Sales and Business Development, responsible for driving and delivering China business and sales targets in the Eastern Africa Cluster (EAC), while acting as a champion ensuring effective collaboration between China and EAC. • Identify Africa business opportunities and support frontline sales to develop market and win Africa opportunities over competition. • Collect, analyse and share Africa Market Intelligence to enhance EAC colleagues’ understanding on Africa market and make overseas colleagues gain more market knowledge of EAC. • Bridge origin and destination offices to solve service issues for Africa business in EAC. • Coordinate with TNM and align with CPH. • Deliver budgeted volume and revenue for Africa trades in EAC (for ML & SCL).
Key Responsibilities
• Create, articulate and drive sales strategies for customer segments in EAC. • Overall cluster RoFo for Africa • Leverage understanding of China & EAC business environment to support development of the sales strategy. • Interface with ML & SCL China organisation and Trade & Marketing in both China and EAC for new business opportunities. • Develop local differentiators, and formulate a business plan to support target deliveries and sharper value propositions in EAC cluster. • Ensure optimal activity management and account management to truly understand customers and their needs. • Drive campaigns to generate a healthy pipeline and yield. • Oversee the Cluster’s forecasting and budgeting processes to align with business goals. • Any other China business related activity that would assist volumes to Eastern Africa. • Make joint sales calls with sales representatives. • Maintain senior relationships with top accounts. • Contribute significantly towards achieving market share target for FEA Trade. • Sharing Africa knowledge, origin destination liaison, Africa business development and market intelligence. • Dual brand responsibility.
Who we are looking for
• Business degree or related field. • Over 3 years’ experience in a commercial role. • Strong stakeholder management skills, dealing with a large number of internal and external stakeholders. • Proven sales and/or other management experience within shipping industry. • Demonstrated results in business performance, leadership and organizational development. • Ability to work under pressure to agreed deadlines and adapt to change. • Ability to work in a flexible manner – out of hours as required. • The ability to pay high attention to detail and deliver high quality work. • Ability to communicate fluently in both Chinese and English. • Ability to travel for meetings with various customers and business partners. • Known & recognized for living APMM values. • Excellent interpersonal and communication skills. • Strong people management and coaching skills.
