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BU Sales Representative

Date: 15-Mar-2019

Location: Mexico, Mexico

Company: Panalpina

Req ID: 154922
Job Function: Marketing and Sales
Full-Time/Part-Time: Full-time
Contract Type: Permanent
Job Level: Professional

Office Location: Mexico (MEX)

Travel Required: up to 50%

Start Date: 20/06/2018

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 70 countries, and employs around 16,000 people worldwide.

We are looking to hire a BU Sales Representative to Take over area responsibility to enhance PA’s position towards the industry in the important business group of < Automotive Industry > and meet the objectives of growth and profitability with this customer group (existing and new).


• Hunt and coordinate area sales activities in his/her region

• Develop existing and new customers within the automotive industry vertical,

• 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 Corp IV Manager (Vertical) of the respective geographical region (MA)

• 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.)


• 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


• 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 and ISP’s)

• 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


• Fluent in English and preferably other languages


If you wish learn more about this opportunity, please contact: