Job Description

Sales Execution Manager Job, Current Sales & Marketing Jobs,

JOB TITLE: SALES EXECUTION MANAGER- SHIPPING SERVICES

NATURE OF JOB: PERMANENT

INDUSTRY: SHIPPING/ MARITIME

SALARY: Kshs. 120,000.00

JOB LOCATION: NAIROBI

SUMMARY

Our client is a global leader in container shipping and special cargo projects and associated services. 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 company’s customers 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

Responsibilities

Sales Execution is in charge of generating business, assuring customer satisfaction, maximizing utilization & contribution. This is accomplished through:

• Exceeding budget within designated territory


• Soliciting potential customers; developing existing customers; servicing and maintaining all accounts within assigned territory


• Evaluate customer potential and conduct sales planning


• 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

• Bachelor’s degree or higher


• Relevant sales and marketing experience in a busy shipping/Freight/ maritime/logistics company


• 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 maritime sector


• Assertive negotiator


• Team player with a proactive attitude


• Result Driven and Persuasive


• Ability to communicate and collaborate


• Active knowledge of English “maritime” language


• MS Office Proficient

How to Apply

• Qualified candidates are encouraged to send CVs quoting relevant skills and experience to careers@britesmanagement.com


• Interviews will be conducted on a rolling basis until the position is filled


• Only the shortlisted candidates will be contacted

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