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District Associate - Sales Support

Date: 31-Mar-2019

Location: Los Angeles, CA, US

Company: Panalpina

Req ID: 156868 - Posted 11/06/2018
Job Function: Marketing and Sales
Full-Time/Part-Time: Full-time
Contract Type: Regular Employment
Job Level: Entry-level

Office Location: Los Angeles, CA (LAX), United States

Start Date: 03/18/2019

The Panalpina Group is one of the world's leading providers of supply chain solutions, combining its core products of Air Freight, Ocean Freight, and Logistics to deliver globally integrated, tailor-made end-to-end solutions. The Panalpina Group operates a global network with some 500 offices in more than 80 countries, and employs around 15,000 people worldwide.

We are looking to hire a District Associate - Sales Support District Associate Sales Support position is primarily engaged in supporting all aspects of the Sales organization in managing and growing country accounts and trade lanes by closely monitoring new and existing accounts, volume growth opportunities, pipeline trends, and customer satisfaction. Assists with sales standards and governance for District sales personnel. Analyzing of data from PAC and District reports in an effort to improve the District return on sales investment.


Provide assistance and support to the sales organization in the form of:

• Lead generation and management. Establish first contact with leads for sales handoff

• Market Research and intelligence provided in formats ready for customers

• General marketing material

• C-ODP management

• Pipeline trend analysis and collaboration with Sales, BUM’s and DHOMS

• Standards and Governance

• Reporting- pipeline, CRM, close ratio, customer trends, etc.

• Identify needs, develop & deliver sales training, tools & support material for Supply Chain solutions and other customer applications as required

• Establish IT requirements in collaboration with business owner/account manager

• Deliver Supply Chain solutions presentations/demos to customers in person or by Webex

• Provide IT related responses to customer RFQs and RFIs

Proper set-up and implementation of new customer business:

• Review of RFI, RFP, and RFQ documents as relating to new business

• Apply highest levels of customer focus and customer attention during critical rollout phase of new business gains

• Set-up, review, and document customer scope of work requirements

• Arrange customer communications and document process. This to include on-site and remote visits as required.

• Framework and completion of SOP’s relevant to new account startup to include contacts, billing, operational handling, business reviews, and schedules

• Ability to accept and respond to specific customer inquiries relative to project status, shipment movement, and other areas relative to new business startup.

Training as needed to customer and/or operational groups for Panalpina systems (Intrac, K-web, Public Folders, Track & Trace Solutions, etc.):

• Educate and train sales organization on customer supply chain applications

• Present / demo supply chain solutions to customers when required

• Ensure efficient response to any technical & process related questions in a timely manner

Tender Management:

• Participate in continuous improvement projects related to customer applications in Panalpina

• Assist in maintaining application training materials – Manuals, training presentations and/or automated programs

• Support RFP/RFI when TM support is unavailable

Quality, Health, Safety and Environment

• Perform assigned tasks to support Panalpina meets its objectives and targets regarding quality, health, safety and environment as documented in IMS and follow all requirements as set out in the QHSE policy.

• It is the responsibility of all staff to ensure that their day to day activities embrace sustainability/Health and safety therefore reducing the impact upon the environment, supporting the communities we work in and reducing incidents in the workplace.

Decision Making Authority

• Access to all process / organization related client projects and issues

Skills and

• Functional understanding of PA Products – air/sea/logistics/SCM

• Comprehensive understanding of customer requirements in terms of information flow, transportation, warehousing & logistics

• Excellent communication & interpersonal traits in the areas of presentation skills.

• Knowledge of Panalpina’s IMS(Integrated Management System)

• Ability to move forward successfully with minimal direction: self-motivated & autonomous

• Capable of remaining professional & effective in light of sometimes very stressful situations

• Strong ability to define, develop, and document business processes and procedures

• Organizational skills (prioritize, plan, assign and control)

• Ability to manage cross-functional interfaces (Sales, KAM, Procurement, ISP’s)

• Ability to consistently meet daily, weekly and monthly deadlines

• High result orientation and customer focus

• Strong analytical & problem solving skills

• Strong in network & relationship building

• Must be able to travel – primarily within the Western States

Educational Background / Work Experience

• Knowledge of freight forwarding/logistics/supply chain management, project mgt., process engineering & improvement methodologies

• Demonstrated competency in process & system design & delivery, needs assessment, process improvement, Project Management of IT solutions & business logic

Language Skills

• Fluent in English

• Second language a plus

Computer Literacy

• Excellent level of computer literacy including VISIO, Prezi, PowerPoint, Excel, MS Office and Project Management