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Country Industry Vertical Energy & Project Solutions

Date: 12-May-2019

Location: Buenos Aires, Argentina

Company: Panalpina

Req ID: 160184
Job Function: Marketing and Sales
Full-Time/Part-Time: Full-time
Contract Type: Permanent
Job Level: Professional
Sub-department: Sales

Office Location: Buenos Aires (Argentina)

Travel Required: No

Start Date: May 2019

The Panalpina Group is one of the world's leading providers of supply chain solutions. The company combines its core products of Air Freight, Ocean Freight, and Logistics to deliver globally integrated, tailor-made end-to-end solutions for eleven core industries. Drawing on in-depth industry know-how and customized IT systems, Panalpina manages the needs of its customers' supply chains, no matter how demanding they might be. Energy and Project Solutions is a specialized service for the energy and capital projects sector.

The Panalpina Group operates a global network with some 500 offices in more than 70 countries, and it works with partner companies in over 90 countries. Panalpina employs approximately 14,500 people worldwide who deliver a comprehensive service to the highest quality standards – wherever and whenever.

We are looking to hire a Country Industry Vertical Energy & Project Solutions Manager to:


-Grow the accounts within all customer segments in the Country and IV, developing long-term partnerships and increasing share of wallet.

-Identify new markets and develop IV-specific solutions and services in close cooperation with Corporate, Regional and local functions as well as Product

-Support trade lane and field sales channels in developing with sizeable Country Account opportunities within the IV

-Personally engage key customers within the IV and Country to drive growth and assume ownership for a limited portfolio of accounts

-Support in defining Country aspects of the IV and Account Growth Plans when requested by Regional IV Manager

-Ensure correct targets and focus for the IV on all strategically important customers within the Country

-Ensure all Country RFQ opportunities follow the Tender Management process including timely pre-RFQ strategy and alignment with Product

-Ensure focus on high-value opportunities within the IV in the Country and proper opportunity management

-Align and agree on strategic bid prioritization with sales, product, and geographies

-Ensure RFI & RFQ post-bid analysis is created and shared and corrective actions are aligned and agreed with Sales and Product functions for Country Key Accounts and sizeable Country Accounts under his/her responsibility

-Drive data quality improvement in CRM within the IV in the Country


-Degree in Business administration, economics, marketing or logistics preferred

-5 years of work experience (minimum)

-At least 5 years of experience within respective industry

-5 years of experience in supply chain management preferred


-Strategic and planning skills (ability to develop strategy and plan)

-Ability for systematic and rational analysis to identify the root cause of problems

-Willingness to challenge the status quo and to drive innovation and change

-Focuses on the customer’s expectations and strategy and adapts approach accordingly

-Deep understanding of industry supply chains, developments and trends

-Good communication, presentation, negotiation and interpersonal skills


-Fluency in English mandatory (written and spoken)