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BU Sales Representative

Date: 14-Mar-2019

Location: Guadalajara, Mexico

Company: Panalpina

Req ID: 159278
Job Function: Marketing and Sales
Full-Time/Part-Time: Full-time
Contract Type: Permanent
Job Level: Professional
Purpose of the position

Take over area responsibility to enhance PA’s position towards the industry in the important business group of scope and meet the objectives of growth and profitability with this customer group (existing and new).

Key Tasks

* Assess and coordinate sales activities within Mexico Western territory.

* Develop existing and new customers within assigned area.

* Foster and implement specific industry know how throughout her/his area.

* Utilize specific industry knowledge to diagnose supply chain needs. Develop and prepare strategic proposals. Participate to customer generated RFI, RFQ and RFP.

* Develop, build rapport and nurture long term partnerships with the target accounts within his/her area, translating our global capabilities to customer value, for maintaining and continually expanding account share penetration

* Coordinate sales activities for assigned accounts with the geographical region.

* Enhance PA’s position and personal expertise in this specific product segment by means of contacts with prospects, presence to fairs/exhibitions, presence to workshops and seminars

* Organize and participate in regular reviews with the accounts to ensure customer satisfaction and sustainable business relationship

* Establish guidelines and standards and conduct implementation processes, customer SOP’s, reporting frequency and formats, design KPI’s for new accounts

* Ensure that pricing and services offered to all relevant accounts are in line with “best in class” available

* Supervise the maintenance and improvement of the quality standard that will be required by this specific industry segment. Propose, justify and implement necessary investments. (IT tools, hard-and software, assets etc.)

Decision Making Authority

* Margin and selling rates for CA and CKA customers in line with corporate guidelines

* Service offering to this specific key customer’s needs.

Function- / Market & Industry Knowledge / Business Acumen / Process working

* Functional know-how in air freight, ocean, logistics, forwarding or brokerage.

* Knowledge of forwarding and supply chain management systems.

* Solid understanding of PA (strategy and products).

* Good market knowledge (customers, competitors, suppliers, overall environment).

* Business administration competence.

Skills & Competencies

* People management and Leadership (Recruitment/Selection/Training & Development/Coaching/Conflict Management/Performance Management)

* Ability to manage cross-functional interfaces (Operations, Air and Ocean Freight, SCM, Overland, Brokerage and Insurance).

* Strategic Planning skills.

* Organizational skills (prioritize, plan, assign and control).

* Decision-making capabilities.

* Excellent communication skills (verbal, written, listening, presentation).

* High degree of tact and courtesy.

* Goal and team driven and a good motivator and facilitator to ensure that set targets are realized.

* Strong network and relationship building capabilities.

* Ability to sell and close a sale by effectively negotiating with decision makers to maintain and expand business opportunities.

* Ability to read, interpret, and analyze document, contracts and procedures in a timely manner.

* High ability to define problems, analyze facts and determine valid solutions to resolve the issues.

* Proactive self-starter, able to work in a matrix structure with the support of the Regional and country sales organizations.

* International mindset.

Educational background / Work experience

* Higher educational level (business administration, economics, logistics)

* Working experience (minimum 3 years)

* Industry experience (minimum 3 years)

* Marketing & Sales experience (minimum 2 years)

Language skills

* Fluent in English and preferably other languages

Computer Literacy

* Microsoft Office

* Corporate System Tools Panalpina (CRM, FOS, IDS, ODW, COM/BAS, INTRAC, CTS, Pantrace Air, Pantrace Ocean, SCP, IHT)