This role is responsible for Steering/Driving the Area sales team to deliver targeted volume through Customer Segmentation, Account Management, Opportunity Management and Sales activities (calls, visits & meetings). The primary tool being Salesforce.com in addition to other analytic tools provided by the company e.g. Qlikview, webtool, excel reports etc.

Purpose

This role will be the enabler of Sales Execution and Sales Business Development across the area. This role will also provide insight to Area Sales management to make strategic decisions.

Job Specification – Key Accountabilities

• Sales and Vertical performance analysis & Reporting
• Target setting and performance management
• Opportunity Management/Sales Pipeline/Account Management
• Manage Customer Segmentation + Customer assignment to country sales reps. Ensure all targets and activities are updated in Salesforce.
• Ensuring Salesforce Hygiene
• Ensure Account Planning and Account Strategy updated by Sales Execution and Sales Business Development across the Area
• Analyze No Shows, roll overs, transshipment details and propose ideas for improvement
• Sales team development & Upskilling
• Projects that impact positively on the company’s bottom line

Metrics/KPIs

• Deliver Volume vs Budget
• Improve Open & Won Opportunities to deliver Volume target (Sales Hygiene). 200% closed won vs target, and converted to bookings
• Improve quality of account assignment and planning (% strategy updated; % assigned vs sales reps, ensure right split btw SXC & SBD, and ensure live re-assignment of customers when needed)
• Creating new insights by building dashboards, leveraging latest methods and technologies
• Acting as area sales change agent, driving/uptake and deployment of new sales initiatives
• Achieve Customer Visits Target for the Area through country sales
• Achieve Customer Calls Target for the Area through country sales
• 100% Meetings/Calls report logged

Critical Qualifications / Skills / Experience

Technical Competencies:

• Strong analytics skills and ability to communicate data
• Advanced knowledge of MS Office tools: Excel, Powerpoint, Word, Outlook
• Communication and presentation skills
• Significant understanding and usage of Salesforce,com
• Active knowledge of sales techniques
• Minimum 5 years’ experience in a commercial role. (Preferably in the maritime/logistics sector, desirable but not required)

Core Competencies

Personality:

• Ability to communicate and collaborate and drive for results
• Strong communicator with strong stakeholder management skills
• Analytical
• Team player with a proactive attitude
• Result Driven
• Persuasiveness

Conceptional and entrepreneurial thinking and action:

• Acknowledge signals
• Multi-dimensional thinking
• Courage to make decisions and accepting responsibility

Positive image to customers and colleagues to:

• Capacity to support and inspire
• Open and honest attitude

Education

A Bachelor’s Degree in Marketing or a Degree in a related field