Generate profitable business by managing assigned customer accounts and prospects. Responsibilities include developing customer relationships, managing sales processes, negotiating deals, identifying cross-sell and upsell opportunities, acquiring new customers, delivering presentations, analyzing competition and market needs, creating account and sales plans, forecasting activities, and monitoring sales KPIs. The role requires collaboration with trade and cross-functional teams and ongoing customer contact.
Description
Main Purpose of the Role:
Generate profitable business for ZIM with a given portfolio of customers. Identify areas of growth and potential opportunities, constantly work to increase sales in designated areas of responsibility, and manage the defined sales process for assigned customers and prospects.
Main Tasks:
- Manage the sales process with potential and existing customers to maximize short and long term results
- Build, maintain and manage relationships with customers in the assigned portfolio
- Handle the sales process with customers by performing needs analysis, designing solutions and negotiating deals
- Identify and pursue opportunities for cross-sell and up-sell to existing customers
- Maintain direct contact (face-to-face) with customers on an ongoing basis according to visit plan
- Identify potential customer issues and solve them in collaboration with the sales team
- Deliver all sales presentations to key customers
- Qualify customers' sales potential and plan activities to increase share of wallet
- Identify and develop leads and new customers
- Evaluate activities and products of the competition and compare them with ZIM’s products
- Review market analysis to determine customer needs, contract terms and rates
- Analyze relevant customers for targeted sales campaigns and build a work plan to increase sales
- Communicate closely with trade and cross-functional teams on market intelligence, service updates, customer challenges and opportunities
- Follow and use sales best practice and tools
- Develop strategic and tactic sales plans to accommodate personal and corporate goals
- Build account plans for customers including: Account's short and medium term forecast, growth potential, needs assessment, proposed steps for growth
- Monitor and report sales goals/targets/KPIs in line with company’s objectives
- Forecast sales activities and set personal/company goals accordingly
Academic education: Economics/ Business Management/ Marketing/ Logistics/ International Negotiation - preferred
Minimum 3 years of proven experience in sales or marketing position in FFW/ NVOCC/ shipping.
Sales Account management experience - preferred
Working experience in a local FFW/ global company/ shipping industry - preferred
Proficient in MS Office
Excellent control of country’s local language. Good control of English language (Speaking, reading and writing)
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What you need to know about the Chicago Tech Scene
With vibrant neighborhoods, great food and more affordable housing than either coast, Chicago might be the most liveable major tech hub. It is the birthplace of modern commodities and futures trading, a national hub for logistics and commerce, and home to the American Medical Association and the American Bar Association. This diverse blend of industry influences has helped Chicago emerge as a major player in verticals like fintech, biotechnology, legal tech, e-commerce and logistics technology. It’s also a major hiring center for tech companies on both coasts.
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