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Inside Sales Representative

Date: 29-May-2019

Location: Montreal, Canada

Company: Panalpina

Req ID: 159314 - Posted 06/17/2019
Job Function: Marketing and Sales
Full-Time/Part-Time: Full-time
Contract Type: Regular Employment
Job Level: Professional
Department: M&S Sales - Inside/Support (MS-5), Marketing and Sales


Location: Montreal (YUL), Canada

Contract Type: Regular Employment, months

Full time/Part time: Full-time, %

Travel Required:

Start Date: 11/02/2019

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 Inside Sales Representative to responsible for achieving business unit sales growth targets and strategic priorities while driving collaboration within BU and across other BUs; maintaining existing Book of Business accounts aligned with Panalpina’ s Global Sales Process; achieving sales plan objectives with the assigned clients, new targets and prospects by selling PA’s products and solutions; ensuring alignment across functional areas (Product, Sales, Operations) throughout all phases of the sales cycle


Market Intelligence

* Initiate relationships with prospective clients via targeted telemarketing campaigns

* Provides initial introduction to Panalpina’s products & services

* Generate and qualify leads via various sources ie. Unassigned Accounts, CRM Prospect Pool, Internal and External requests

* Gather initial information for appropriate lead qualification; communicate findings to Sales Management for account assignment and secure appointments for BUSM follow up

* Enter into CRM all Sales Leads as well as Market Intelligence sales cycles and follow up appropriately

* Actively participate, follow up and support in defined marketing campaigns as required (i.e. direct mail, trade-lane initiatives etc)

* Support sales processes with focus on Phase One- Identify, in accordance to Panalpina’s Global Sales Process

* Assist sales organization in profiling of potential target clientele and prospects utilizing sales tools available

* Verify information in CRM for possible existing clients and historic overview

Account Management

* Provide follow up calls to submitted quotations within defined timelines

* Maintain up-to-date tracking through quotation log book

* Assist Sales team in Account Plan development, Mini or Full (TBD based on size of account)

* Ensure full scope of business is documented

* Track uptrader & downtrader accounts


* Support creation of SOP documentation & updates

* Support new Customer Implementation process including:

* Setup accounts with Panalpina credit department for new business onboarding

* Actively support internal communications for new client alert to appropriate Operations teams

* Communicate and escalate client issues or concerns to BUHOS/BUM


* High school certificate

* 3 years of Industry experience

* CIFFA, an asset

* 2 years of Customer Service Experience, an asset

* Basic knowledge of operational procedures (all modes)

* Knowledge in freight forwarding and logistics (all modes)

* Knowledge of tariffs and pricing

* Understanding of Panalpina’s products & services

* Knowledge about markets and competitors

* Sales and negotiation skills

* Intermediate Microsoft Office skills including Word, Excel, PowerPoint

* Working knowledge of CRM


* Strong communication & interpersonal skills

* Ability to clearly communicate Panalpina’s services to potential clientele

* Effective listening, investigative questioning skills for lead qualification

* Able to handle rejection; doesn’t take matters personally

* Accountability; use of decision making techniques and escalate customer risk concerns

* Network and Relationship building for internal and external clientele

* Ability to work independently & in a team environment

* Planning & Organizing skills (ability to prioritize, plan, assign & control)

* Time management skills (monitoring performance against deadlines and milestones)

* Energy and resilience; high commitment and positive attitude in the face of setbacks and obstacles


* Fluent in English and French

* Additional languages considered an asset

If you wish learn more about this opportunity please apply at

Panalpina Inc. is an Equal Opportunity Employer – Panalpina Inc. souscrit au principe d’équité en matière d’emploi.

Panalpina welcomes and encourages applications from persons with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process including recruitment, assessment, selection and hiring stages. Please contact us at 1-905-755-4545 should you require any accommodations.