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Sales Representative

Date: 11-Jun-2019

Location: Mexico, Mexico

Company: Panalpina

Req ID: 160410
Job Function: Marketing and Sales
Full-Time/Part-Time: Full-time
Contract Type: Permanent
Job Level: Professional
Sub-department: Sales

Office Location: Queretaro (QRO)

Travel Required: up to 10%

Start Date: 12/03/2019

The Panalpina Group is one of the world's leading providers of supply chain solutions. The company combines its core products of Air Freight, Ocean Freight, and Logistics to deliver globally integrated, tailor-made end-to-end solutions for eleven core industries. Drawing on in-depth industry know-how and customized IT systems, Panalpina manages the needs of its customers' supply chains, no matter how demanding they might be. Energy and Project Solutions is a specialized service for the energy and capital projects sector.

The Panalpina Group operates a global network with some 500 offices in more than 70 countries, and it works with partner companies in over 90 countries. Panalpina employs approximately 14,500 people worldwide who deliver a comprehensive service to the highest quality standards – wherever and whenever.

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

Responsabilities

• 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.)

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

Specific Knowledge

• 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

Technical Competences:

• 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

Education

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

• Working experience (minimum 7 years)

• Industry experience (minimum 5 years)

• Marketing & Sales experience (minimum 3 years)

Languages

• Fluent in English and preferably other languages

Job Required Tools/ Desire Enviroment

• Microsoft Office

• Corporate System Tools Panalpina (CRM, FOS, IDS, ODW, COM/BAS, INTRAC, CTS, Pantrace Air, Pantrace Ocean, SCP, IHT)

Contact

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