Job Description

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