Hapag-Lloyd
Job Title: Sales Execution
Reports To: Sales Manager
Contract Type: Permanent
Role Summary: We are seeking a skilled, reliable, efficient, and experienced Sales Execution.
He /She will deal directly with customers aiming to develop, secure and maintain the most profitable business for the Company in accordance with the company’s objectives.
Their role 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 Functions / 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.
Qualifications for this Position are:
- University degree or equivalent with at least 5 years of experience in Sales or the equivalent combination of education and experience
- Must have experience in a commercial role, preferably in the shipping industry
- Active knowledge of market, maritime documents and commercial terms
- Active knowledge of sales techniques
- MS Office Proficient
- Strong analytical skills
- Organization Awareness/Commercial acumen
Core Competencies
Personality:
- 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
Application Process
Interested candidates should send their cover letter and CV to hrkenya@hlag.com not later than 18th July 2022.
Please indicate “Sales Execution” as the subject line of your email.
Only shortlisted candidates will be contacted.