Skip to content

External Sales Executive, Dalian Branch, PRN, Maersk Line

This job is no longer available

Recruiter
Maersk Line
Posted
26 June 2012
Location
Dalian, P.R.C.
Sector
Jobs Ashore, Sales & Marketing
Contract Type
Permanent
Hours
Full Time
Written language of job ad
English
Please indicate in your application that you have found this job at JOB2SEA Apply now (this will open in a new window)

Further information

Job Overview Purpose/Summary: 

 
· To deliver volume and yield targets of his/her own while remaining focused on relationship building
  • To manage sales pipeline, segmentation, and accurate forecasting
  • To monitor performance against KPI and take corrective action where necessary
  • To own and develop his/her allocated customers
 Key Responsibilities: 

 Sales process
  • Manage the selling process to external customers, including pricing contract negotiations
  • Pro-actively search, qualify, develop and engage into new customer relationships
  • Identify account needs, opportunities and key buying factors for existing customers, and formalize those into account plans and strategies
  • Ensure full penetration into and mapping of customers organization
  • Seek to continuously improve customer satisfaction
  • Ensure adequate update of Maersk IT systems (MARS, INSIGHT, SCV etc) for which s/he has responsibility
Customers Relationships
  • Own the overall customer relationship for existing customers, as well as potential new customers
  • Establish strong, multi-level, win/win relationships with new and existing customers (including main decision makers and influencers)
  • Effectively handover to Customer Service, Operations, Finance etc for terms and conditions agreed with customers in their contracts
Post sales support
  • Actively engage Customer Service into the customer relationship to ensure customer know relevant contact points in case of service failures
  • Provide service support and claims resolution for extraordinary issues
 Skills Required: 

  • Prospect for new accounts and opportunities
  • Grows and up-sells to existing accounts, focusing on growth and profitability
  • Strong ability to qualify leads
  • Strong ability to develop winning customer value propositions
  • Successfully manages negotiation process
  • Builds strong and lasting relationships at all levels, focusing on decision makers and influencers
  • Builds and maintains a strong network of customers
  • Thoroughly understands customer drivers, needs and requirements
  • Leverages internal and external financial data to build winning strategies and understand account economics
  • Builds and executes winning account strategies
  • Has good product knowledge
  • Has good knowledge about market, competitor and  industry trends
 Key Metrics (KPIs and PPIs): 

  • Individual OY
  • Individual volume
  • Opportunities created
  • Campaign opportunities created
  • Client facing activities performed
  • FFE in pipeline
  • Overdue opportunities
  • Win rate
  • Customer acquisition
 Skill and Competencies you should learn in position: 

  • Results orientation
  • ‘Hunting' sales skills
  • Best practice sales processes (e.g., account planning, contract negotiations)
  • Strong customer knowledge
  • Good market and product knowledge


Contact information:


Any questions about this position, please contact AZH007

Please indicate in your application that you have found this job at JOB2SEA Apply now (this will open in a new window)

Maersk Line

Maersk Line, the global containerized division of the A.P. Moller – Maersk Group, is dedicated to delivering the highest level of customer-focused and reliable ocean transportation services.