Job overview (purpose/ summary):
· To own, retain, develop and deliver volume and yield targets of his/her own while remaining focused on relationship building and to increase our share of wallet.
· To secure business and develop the right mix of customer/cargo/corridor in order to fill up the ships with the most profitable cargo (herewith a specific note: External Sales Executives are challenged to bring additional import cargo from new customers and/or up-selling to equivalent of 125 ffes per month/per sales rep while keeping export loadings above average ffes/month).
· To manage sales pipeline, segmentation and accurate forecasting and always with usage of INSIGHT tool (salesforce.com)
· To monitor performance against KPI and take corrective action where necessary.
· To own and develop his/her allocated customers, starting with a base of 60 customers to be covered in 30 days time and increasing same to 100-120 customers who shall be visited at least once every 2 months.
· To perform as absolute minimum 15 sales calls per week, on that respect identify customers' needs, potential and requirements in order to prioritise time and efforts spent in selling.
· To understand and master the market and the industry needs.
· To improve customer satisfaction targeting a min score of 6.0 at the CSS and a response ratio of 80% on the monthly surveys.
· To draft a one page customer profile for his top 20 export and top 20 import accounts.
Key Responsabilities:
· To manage the sales pipeline process using Insight/ salesforce.com by identifying customer requirements and recording opportunities against the right client owner
· Qualifying opportunities/Presenting value proposition to Clientthrough Changing the Way We Sell Process
· Quoting to customer using the Quoting tool, MARS and the pricing guidelines
· Follow up/Negotiate on the Quote or tender
· Close business as won/lost and record reasons
· Timely and correct update of MARS contract with prices and terms agreed specifically but not limited to free time (detention/demurrage) and credit
· Ensure full penetration into and mapping of customers organization
Detailed Responsabilities:
Sales process/Account Planning/Account Managing
· To retain and increase our share of wallet through up sell and cross sell.
· Define customer strategy and execute as per management guidelines
· To be prepared for sales calls in relation to the customer strategy. Whenever attending a first meeting first double check RMKS2 figures, customers/segment/commodity stats etc.
· Defining and following up on action plan for customers not justified to be in current channel but still staying with the client owner. Promote quarterly customer allocation/segmentation exercise.
· To prioritise time and effort spent in selling to the right mix of customers through customer profitability assessment using quoting tool and Yield package to identify loss giving cargo and customers.
· To identify customer needs and requirements, buying criteria and potential to prioritise time and effort spent in selling
· Manage the selling process to external customer, including pricing contract negotiations.
· Pro-actively search, qualify, develop and engage into new customers relationships.
· Identify account needs, opportunities and key buying factors for existing customers and formalize those into account plan and strategies.
· Ensure full mapping of customers per area as per confirmed and distributed aside.
· Seek continuously improvement on customer satisfaction/customer experience.
· Ensure adequate update of Maersk IT Systems such as Mars, Insight, SCV, Quote Tool, MEPC.
Customer relationship Management
· Own the overall customer relationship for his/her customer portfolio as the primary point of contact
· Ensure timely and correct update of customer master data in SCV and Insight
· Establish strong multilevel, win/win relationships with his/her customer portfolio
· Understanding customer requirements and buying factors
· Seek to continuously improve customer satisfaction by capturing VOC through CSS, improving the response rate to CSS and follow up on feedback from CSS
· Recommend potential projects to management
Pre and Post sales service
· Actively market the business and ML brand using campaigns, customer communication, sales material, E-Commerce value proposition and client advisories
· Effectively handover post sales activities to customer service, operations and finance through timely and correct update of contract rates, terms and conditions in line with the pre defined SOPs (free time/credit)
· Communication with Origin/destination offices through e-mail, Office Communicator (OC) and over the phone, having always in mind Insight/ Salesforce.com activities and opportunities to ensure account base delivers on agreements made as well as to pro actively identify/qualify opportunities for up sell/cross sell.
· To draft one page customer profile for his top 20 export and top 20 import accounts
Skills and competencies Account Executive shall learn in the position:
Skills & Competencies to develop further in the position
· ML Sales Pipeline process using Insight/Salesforce.com
· Contract and commitment capture through MARS
· Managing Master data through SCV
· Improve knowledge on how best to improve ML profitability by prioritising right mix of customers
· Strong ML and competition product knowledge
· E-Learning and blended learning through LMS courses and on the job tasks and coaching from Management
Key Measures:
· Individual volume based on budget split
· Opportunities created and sales calls
· Overdue opportunities
· Customer acquisition
· CSS results published monthly/quarterly
· Pipeline Performance tracker
· Share of loss giving customers/cargo from Yield package
· % Quotes Generated business
· Quote Tool Usage
Contact information:
Please contact our Sales Manager, Mr. julien Tardy (e-mail: julien.Tardy@maersk.com) and/or alternatively our Human Resources Manager, Mme Nsahlai Esther (e-mail:esther.nsahlai@maersk.com) in the event you have any further questions about this role.
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