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Country Sales Manager, global shipping company

Job Title: Country Sales Manager, global shipping company
Contract Type: Permanent
Location: Shenzhen Shi, Guangdong
Industry:
Salary: Negotiable
Reference: SDing004_1557230539_1557802863
Contact Name: Vivian Shen
Contact Email: vivianshen@profileasia.com
Job Published: May 14, 2019 11:01

Job Description

THE COMPANY:

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

Requirements

  • 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

Competencies

  • 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