POSITION OVERVIEW:
To achieve sales plan objectives with assigned SME client portfolio drives growth through acquiring country new business and achieving targets by effectively selling products (Air, Sea, and Brokerage).
Primary purposes of this role:
Drive and manage the quality, performance, and service delivery of all assigned country accounts
Identify and support opportunities to grow business by acquiring new customers, lanes, and products
Driving continuous improvement and optimization to retain business
Customer relationship management
JOB RESPONSIBILITIES:
Generate business with assigned client portfolio and specific targets.
Achieve sales plan objectives by effectively selling products (Air, Sea & Brokerage).
Secure new business on country accounts to drive growth and profitability.
Identify, analyze & secure opportunities and drive development.
Manage customer ad-hoc & tariff management.
Execute SOP's/work instructions to all secured business.
Ensure timely, accurate invoicing to customer and DSO management.
Analyze and report of volume, revenue, gross profit and margin on monthly basis.
1. Operational Management:
Drive continuous evaluation of operational performance and execution.
Drive continuous improvement and optimization initiatives.
Drive and manage SOP roll-out and maintenance.
Ensure all SOPs/Contracts are adhered to and any fallouts are addressed on priority to all assigned accounts.
Support and manage business implementation projects in conjunction with Business Implementation.
Ensure service delivery, monitor KPI's and take proactive initiative to prevent and correct KPI failures.
Drive customer reporting and data quality.
Gather customer volume forecast and update capacity planning to relevant products.
Prepare, lead and conduct performance review meetings with customer.
Conduct regular review meetings with business units/product to detect existing and potential process errors, determines corrective measures and follows up to ensure processes have been improved and implemented.
2. Reporting Guidelines and Requirements:
Required to submit Business retention and organic growth (GP & Volume)
Pipeline of Opportunities – Weekly basis
DSO Management – Monthly basis
CRM Data quality – Monthly basis
Commercial meetings and product review – Weekly basis
KPI assessment – Semi Annual basis
3. Decision Making Authority:
Pricing authority within defined guidelines
JOB QUALIFICATIONS:
1. Function / Market & Industry Knowledge / Business Acumen / Process working:
Functional experience in air freight, ocean freight, brokerage and transportation.
Consultative sales and solutions-selling experience.
Complete understanding of products and strategies.
Local market knowledge (customers, competitors and suppliers).
Expertise and professionalism in customer contacts, understanding of customer requirements, analysis and resolution of problems & complaints.
Ability to review, analyze and understand contracts – translate requirements into operational instructions (SOP).
Good financial skills.
Problem solving skills and customer service skills.
2. Skills & Competencies:
Competencies – Leadership
1. Good ability to plan strategically and translate strategy into operational roadmaps, deploying resources efficiently while pushing for results.
2. Good ability to take complex decisions and be accountable, demonstrating managerial courage and taking responsibility while managing risk.
3. Extensive skills to integrate and coordinate resources across functions and borders, building and using networks, encouraging collaboration across borders, being open to outside input and sharing knowledge and expertise Knowledge of risk management with the ability to identify preventive activities.
4. Problem solving skills and customer service skills.
Competencies – Business:
1. Professional time management to organize, prioritizing, planning, assign and monitor tasks.
2. Profound ability to focus on customer service as a core value, increasing operational efficiencies, setting and monitoring high standards of quality while taking necessary steps to retain and improve customer relationships and satisfaction.
3. Good ability to drive innovation, manage change and deal with ambiguity, devising effective change management processes.
4. Consistent ability to meet and adhere to deadlines.
Competencies – Personal:
1. Excellent communication, negotiation and presentation skills
2. Good ability to work under pressure and deal with tight deadlines with high energy and resilience
3. Proven networking skills
4. Respect confidentiality, demonstrates honesty, integrity, upholds and promotes ethics and values
5. High result oriented and places great emphasis on customer
3. Educational background / Work experience
Bachelor's degree in Business Administration/Economics/Marketing/Logistics.
2 years of work experience preferred in an international environment (minimum).
2 years of overall industry experience (minimum).
2 years of experience in Account Management (minimum).
2 years of Sales experience (minimum).
4. Language skills:
Fluent spoken and written English is mandatory
Knowledge of other languages is an advantage
5. Computer Literacy
Solid knowledge of Microsoft Office Software (Excel, PowerPoint, Outlook and Word).
Professional PowerPoint creation and presentation skills.
Profound knowledge of Customer Relationship Management tools (CRM).
Good knowledge of SAP or other ERP systems is an advantage especially as it relates to reporting and analysis.
Understanding of forwarding and Supply Chain Management IT systems functionalities.
Location: Manila Pasay