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Date: 10-Feb-2021
Location: Mexico, Mexico
Company: Panalpina
Requisition ID 160920 - Posted 06/11/2019 - M&S Field Sales (MS-6) - Mexico - Americas - Mexico - Marketing and Sales - Full-time - Permanent - ProfessionalTake over area responsibility to enhance PA’s position towards the industry in the important business group of A&M, Consumer and Chemical and meet the objectives of growth and profitability with this customer group (existing and new).
Key Tasks
* Identify customer stage (maturity) and define next steps to development, including a customer risk phase.
* Develop existing customers in accordance of stage of development
* 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 strategic accounts, translating our global capabilities to customer value, for maintaining and continually expanding account share penetration
* 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 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.) Elaborate Action Tracker methodology, including Follow up.
* CS team work in order to improve and guarantee customer satisfaction and problem solving.
* Improve GP vs last year with cross selling strategy.
Decision Making Authority
* Margin and selling rates for customer retention in line with BU guidelines
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
* 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)
* 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
* High ability to define problems, analyze facts and determine valid solutions to resolve the issues
* Proactive self-starter and urgency sense
* International mindset
Educational background / Work experience
* Higher educational level (Degree in business administration, economics, logistics, international trade)
* Working experience in logistics (minimum 3 years)
* Industry experience- FF (minimum 3 years)-
Language skills
* Fluent in English and preferably other languages
Key Tasks
* Identify customer stage (maturity) and define next steps to development, including a customer risk phase.
* Develop existing customers in accordance of stage of development
* 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 strategic accounts, translating our global capabilities to customer value, for maintaining and continually expanding account share penetration
* 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 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.) Elaborate Action Tracker methodology, including Follow up.
* CS team work in order to improve and guarantee customer satisfaction and problem solving.
* Improve GP vs last year with cross selling strategy.
Decision Making Authority
* Margin and selling rates for customer retention in line with BU guidelines
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
* 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)
* 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
* High ability to define problems, analyze facts and determine valid solutions to resolve the issues
* Proactive self-starter and urgency sense
* International mindset
Educational background / Work experience
* Higher educational level (Degree in business administration, economics, logistics, international trade)
* Working experience in logistics (minimum 3 years)
* Industry experience- FF (minimum 3 years)-
Language skills
* Fluent in English and preferably other languages