Country Sales Manager, global shipping company
|Job Title:||Country Sales Manager, global shipping company|
|Location:||Shenzhen Shi, Guangdong|
|Contact Name:||Vivian Shen|
|Job Published:||May 14, 2019 11:01|
It is a global shipping company.
Main Purpose of the Role
- Maintain relationships with top accounts and participate in sales calls.
- Identify account needs, opportunities and key buying factors for existing customers, and formalize those into account plans and strategies.
- Pro-actively search, qualify, develop and engage into new customer relationships.
- Develop local sales support tools and assist in building individual customer strategies, including identification of up-selling opportunities.
- Manage and coach a team of individuals to optimal performance including setting account strategies, creating account plans, proposal development, negotiation and service delivery.
- Set goals with the team and track progress using KPIs and take corrective action where necessary.
- Ensure tools and processes are being adopted and put into practice.
Major areas of responsibility
- Ensure A/O maintains constant contact with customers and providing timely quotation for all customers' enquiries.
- Assign CRM/Performance targets to individual A/Os.
- Provide market intelligence and business development.
- Joint sales visit with A/O to achieve maximum performance / loadings.
- To manage and build good relationships with Global Account Customers
- Achieve BU targets.
- Monitor and manage sales managers.
- Approve agreements and bids of local big customers.
- Supervise account planning process.
- Ensure allocation/Targets are fulfilled.
- Negotiate with Line Managers for additional capacity if required.
- Ensure A/O achieves the CRM assigned to them
- Ensure market rates information is updated to the regional team
- Analyze sales performance with Sales Analyst on the CRM report
- Bachelor degree or above
- At least 10 years manager working experience in shipping company sales & marketing function.
- Know sales team management methodology and familiar tools like CRM. etc.,
- Chinese and English is mandatory
- Good channels with customers
- Demonstrated results - performance, leadership and organizational wise.
- Coaches within sales team. Supports individual sales people in target accounts.
- Leverages internal and external relationships to expand business opportunities.
- Aggressive and good interpersonal, communications and negotiation skills
- Complex problem solver - To identify & solve the problem within complex process/situation successfully. To identify potential problems in a proactive manner
- Planning and prioritizing, within time deadlines skills - To manage team projects within timetables and priorities. To manage complex tasks with cross-functional interface projects within timetables and priorities
- Quality oriented - work according to process - To create/update/improve policy/ procedure / processes / methodology according to defined KPIs and objectives. To define KPIs and objectives in order to improve the process
- Leadership and mentoring capabilities - Accomplish successful results while keeping good relations with all interfaces (customers, vendors, colleagues, managers, employees). Team leader - guide his/her employees. Influence cross functions on productivity and motivation
- Decision making skills - ability to review all aspects and to decide what information is major vs. Minor
- Persuasion & Negotiation skills