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Field Sales

Date: 11-Jun-2019

Location: Mexico, Mexico

Company: Panalpina

Req ID: 160920
Job Function: Marketing and Sales
Full-Time/Part-Time: Full-time
Contract Type: Permanent
Job Level: Professional
Take 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