Field Sales Executive – Philippines
Purpose of the position
To achieve sales plan objectives with assigned SME client portfolio, drives growth thru acquiring country
new business and achieving targets by effectively selling products (Air, Sea
and Brokerage).
The primary purposes of this role are:
• 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
Key Tasks
• 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
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
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
Decision Making Authority
• Pricing authority within defined guidelines
Function / Market & Industry Knowledge / Business Acumen / Process working
(Functional Knowledge)
• Functional experience in air freight, ocean freight, brokerage and transportation
• Consultative sales and solutions-selling experience
• Complete understanding of Logistics 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
Skills & Competencies
(Competencies – Leadership)
• Good ability to plan strategically and translate strategy into operational roadmaps, deploying
resources efficiently while pushing for results
• Good ability to take complex decisions and be accountable, demonstrating managerial courage and
taking responsibility while managing risk
• 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
• Problem solving skills and customer service skills
(Competencies – Business)
• Professional time management to organize, prioritizing, planning, assign and monitor tasks
• 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
• Good ability to drive innovation, manage change and deal with ambiguity, devising effective change
management processes
• Consistent ability to meet and adhere to deadlines
(Competencies – Personal)
• Excellent communication, negotiation and presentation skills
• Good ability to work under pressure and deal with tight deadlines with high energy and resilience
• Proven networking skills
Job Description 4/4 4
• Respect confidentiality, demonstrates honesty, integrity, upholds and promotes ethics and values
• High result oriented and places great emphasis on customer
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)
Language skills
• Fluent spoken and written English is mandatory
• Knowledge of other languages is an advantage
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
Experience: with Freight Forwarding experience
SALARY RANGE: Php 45,000.00 – Php 50,0000.00
WORK LOCATIONS: MOA Complex, Pasay City
WORK SCHEDULE: Monday – Friday, 8:30am – 5:30pm (usually outside meeting clients)