JOB OPPORTUNITY
Department: Sales
Reports To: Sales Manager
Employment Type: Permanent Contract
BRIEF DESCRIPTION
Sales Execution deals directly with customers aiming to develop, secure and maintain the most profitable business for the Company in accordance with the company’s objectives. The purpose of Sales Execution is to produce optimum contributions for the Company by maintaining and enhancing the Company’s customer base through offering products that satisfy customers’ needs. Sales Execution interface with Sales Steering, Sales Support, Customer Service, Operations and Finance. Key challenges and satisfaction come from understanding the customers’ needs and wants, fulfilling customer requests, and meeting budget
Job Specification – Key Accountabilities:
Exceeding budget within designated territory
Soliciting potential customers; developing existing customers; servicing and maintaining all accounts within assigned territory
Evaluate customer potential and conduct MR sales planning in Qlikview
Developing a sales pipeline in Sales Force to align to company aspirations and optimize vessel utilization in view of volume and profitability
Developing account strategies
Logging appointments, client contact In Sales Force.
Monthly cycle of planning volumes by customer and trade relations
Developing and maintaining excellent internal relationships that enhance customer experience
Identifying backup/support and delegating as necessary, for e.g. problem solving goes to customer services
Manage and grow portfolio of customers and opportunities
Cover MR and GEO from Customers ( push –pull) as defined in areas sales steering concept
Focus on medium and large account
Deal directly with customers to develop, secure and maintain most profitable business
Conduct sales planning and performance management as defined in enhanced sales process including account planning : regular/ GAM NVO GAM/ BCO
Approach customer through specified sales channels
Where appropriate for their market, serve as specialist e.g. reefer, commodity, import etc.
Prepare and conduct visits, report and follow up on visits
Conclude contracts for MR customers ( proposal, negotiations and closing )
Record commitments ( tender tracking / commercial )
Drive CU business for foreign MR’s and adhere to push pull process
Selectively engage in TM discussions on important matters e.g. tender guidance and negotiations, special commodity market rates etc.
Feedback market information and give clear information to sales coordination regarding pricing requirements to enable future communications with TM and handover to customer service.
Coordinating credit applications in coordination with Sales Manager and Finance
Completing weekly activity reports to be tabled and discussed during weekly 1on1 with line manager
Any other Sales related tasks as requested by the Management.
Critical Qualifications / Skills / Experience
Strong Communication Skills
Active knowledge of market, maritime documents and commercial terms
Active knowledge of sales techniques
Minimum 5 years’ experience in a commercial role, preferably in the shipping industry
MS Office Proficient
Core Competencies
Assertive negotiator
Team player with a proactive attitude
Result Driven
Persuasive
Ability to communicate and collaborate
Ability to work under pressure, goal and deadline driven
Flexible
Knowing your own strengths and weaknesses and capacity for self-criticism
Representative
Interested and qualified candidates should forward their CV to: hrkenya@hlag.com using the position as subject of email.
Apply via :
hrkenya@hlag.com
