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Country IV Sales Manager Automotive, Chemicals & Healthcare Taiwan

Date: 06-Feb-2019

Location: Taipei, Taiwan

Company: Panalpina

Req ID: 154908
Job Function: Marketing and Sales
Full-Time/Part-Time: Full-time
Contract Type: Permanent
Job Level: Professional

Office Location: Taipei (TPE)

Travel Required:

Start Date: 01/09/2018

The Panalpina Group is one of the world's leading providers of supply chain solutions, combining its core products of Air Freight, Ocean Freight, and Logistics to deliver globally integrated, tailor-made end-to-end solutions. The Panalpina Group operates a global network with some 500 offices in more than 70 countries, and employs around 16,000 people worldwide.

We are looking to hire a Country IV Sales Manager Automotive, Chemicals & Healthcare, Taiwan to execute the IV sales strategy in the Country and to promote industry specific solutions based on Panalpina’s products and Supply Chain solutions


• Ensure all global sales policies, processes and guidelines relating to the IV are adhered to on Country level

• Ensure return on sales investment (ROSI) meets or exceeds target on IV level in the Country

• Drive growth of the IV within the Country by ensuring appropriate collaboration in the Country within Sales and across Product functions

• Grow the accounts within all customer segments in the Country and IV, developing long-term partnerships and increasing share of wallet

• Identify new markets and develop IV-specific solutions and services in close cooperation with Corporate, Regional and local functions as well as Product

• Support trade lane and field sales channels in developing with sizeable Country Account opportunities within the IV

• Personally engage key customers within the IV and Country to drive growth and assume ownership for a limited portfolio of accounts

• Support in defining Country aspects of the IV and Account Growth Plans when requested by Regional IV Manager or GHIV

• Ensure correct targets and focus for the IV on all strategically important customers within the Country in collaboration with Country Head of Marketing & Sales and Reg. IV Manager

• Attend monthly review meetings with Regional IV Managers

• Review IV pipeline (including RFQ’s), activities and performance in the Country using global standard reports and define corrective actions

• Review up-trading, down-trading, loss-making and newly gained accounts on a monthly basis and take corrective action

• Ensure Monthly, Quarterly and Yearly Business Review (Strategic Business Review) meetings take place, are well-prepared and all relevant stakeholders involved in a timely way for Country Key Accounts and sizeable Country Accounts where applicable

• Ensure any concerns and/or complaints from Country Key Accounts and sizeable Country Accounts are timely escalated to all relevant stakeholders (Products, Regions)

• Ensure Country manages opportunities through the Regional opportunity board

• Ensure all Country RFQ opportunities follow the Tender Management process including timely pre-RFQ strategy and alignment with Product

• Ensure focus on high-value opportunities within the IV in the Country and proper opportunity management

• Align and agree on strategic bid prioritization with product, and geographies

• Ensure RFI & RFQ post-bid analysis is created and shared and corrective actions are aligned and agreed with Sales and Product functions for Country Key Accounts and sizeable Country Accounts under his/her responsibility

• Ensure IV and account growth plans are understood and supported in the Country where applicable

• Enforce use of CRM across the Country IV organization

• Share relevant market intelligence and best practices within the organization


• Degree in Business administration, economics, marketing or logistics preferred

• 5 years of work experience (minimum)

• At least 5 years of experience within respective industry

• 5 years of experience in supply chain management preferred


• Strong decision making capabilities and high accountability:

• Capable to make informed judgments and to generate practical, timely solutions

• Willingness to involve stakeholders in decision making process, to get buy-in and to implement solutions

• Customer focus (monitors customer expectations continuously and is willing to adapt own


• Readiness to continuously focus on identifying and meeting customer current and future needs

• Readiness to provide alternatives and optimized solutions to the Customer

• Ability to coordinate efforts/resources within and across boundaries to deliver goals

• Ability to work with different cultures and to manage cross functional interfaces

• Ability and willingness to effectively live and manage the matrix organization

• High priority for teamwork

• Capable to build strong and long-term team relationships within and across functions and geographical boundaries and based on ethics and trust

• Ability and willingness to effectively live and manage the matrix organization

• Act as a Role Model for Corporate Values and fully adhere to the Code of Conduct

• High commitment and positive attitude in the face of setbacks and obstacles

• High stress level (Ability to work under pressure and deal with tight deadlines)


• English and Local Language

Specifics for Job / Environment

• Proficient in MS Office