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Field Sales

Date: 10-Feb-2021

Location: Mexico, Mexico

Company: Panalpina

Requisition ID 161230 - Posted 07/12/2019 - 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 > and meet the objectives of growth and profitability with this customer group (existing and new).

Key Tasks

* Hunt and 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.)

Decision Making Authority

* Margin and selling rates for “key industry vertical” in line with corporate guidelines

* Service offering to this specific key industry vertical segment

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 (CRM)

Skills & Competencies

* 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

Educational background / Work experience

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

* Working experience (minimum 3 years)

* Industry experience (minimum 2 years)

* Marketing & Sales experience (minimum 3 years)

Language skills

* Fluent in English and preferably other languages

Computer Literacy

* Microsoft Office

* Track / Trace shipments programs, ERP, CRM