Specialist Sales Execution

Main Objectives of this position:

To develop, secure and maintain the most profitable business for Hapag-Lloyd in accordance with the company’s objectives. The purpose of Sales Execution is to produce optimum contributions for Hapag-Lloyd by maintaining and enhancing Hapag-Lloyd’s customers base through offering products that satisfy customers’ needs. Sales Execution interface with Sales Steering, Sales Support, Customer Service, Operations and Finance. Key challenges and satisfaction come from understanding the customers’ needs and wants, fulfilling customer requests, and meeting budget.

Function and duties:

Responsibilities & Tasks 

• Sales Execution is in charge of generating business, assuring customer satisfaction and maximizing contribution. This is accomplished through:

• Developing budget within the assigned customer base (all trades Import/ Export) 
• Ensure customer performance in line with planned allocation and proactively communicate nonperformance with customers and Sales Steering 
• Soliciting potential customers; developing existing customers; servicing and maintaining all accounts within the assigned customer base 
• Developing sales plans and managing accounts; performing sales calls in line with CRM KPI’s 
• Completing weekly activity reports in CRM in compliance with Hapag-Lloyd policies
• Collect, review and analyze market feedback and proactively provide information to Trade/ Area Management
• Identifying and solving customer problems and addressing operational issues 
• Developing and maintaining excellent work relationships that enhance customer services 
• Identifying backup/support and delegating as necessary 
• Discussing rate offer with Trade management and coordinating with Sales Support to complete FIS quotation transfer into the respective RA  basis on customer agreement.
• Coordinating bids and tenders 
• Coordinating credit applications in coordination with Sales Management and Finance 
• Validating FIS contracts to follow the 4 eye principle 

Relevant Business Tasks for Sales Execution 

• Security roles belonging to the business task Sales Execution can be found in the FIS 2 screen H5090

QEM

• Commitment to Hapag-Lloyd’s QEM system (ISO 9001/14001) its policies and procedures.

• To perform all functions with attention to satisfying our customers’ requirements.

• To constructively solve & prevent the recurrence of service failures/customer complaints   .

• To raise a Process Exception Advice (PEA) when process failures occur or customers notify service failures.

• To use data and fact when solving and preventing problems.

• To put forth and encourage ideas focused on improving work processes.

• To maintain an approach to doing business that is focused on teamwork and the mutual respect of fellow employees.

• To respond to all e-mails in a timely manner and take appropriate action

• Maintain up to date sales manual to enhance the level of service provided to external and internal customers. 

• Promote work process simplification initiatives and participate in Process Working

Qualifications and Technical Job Requirements:

  Qualifications: [R] Required, [P] Preferred

Experience:

3 Years Sales Execution Experience [R], Customer Relationship Management [R], Strategic Account Development [R], Process Management [P]

Education:

Diploma [R], Tertiary/University Degree and suitable business experience [P]

PC Skills: 

Windows Microsoft office including Word, Excel, Power Point [P]

Other:

Fluency in English (oral and written) [R], Fluent in local languages [P], Presentation Skills

Performance Skills:

Selling Skills

Initiative:

Time Management:

Commitment to Task

Ability to employ selling skills in line with Strategic Account Development. 

Ability to originate and develop ideas, size up problems, evaluate facts take action.

Complete job functions within specified time frames coping with strict deadlines.

Maintain a positive problem-solving attitude while under pressure, continuing to meet deadlines.

Willing to work very hard to achieve results and targets. Maintains a high level of commitment and work ethic while carrying out duties/responsibilities.

Communication:

Using good listening and speaking skills, communicating with customers (internal and external) to identify and satisfy their needs and with vendors to ensure the correct services are supplied in a timely manner. Clearly present information through the spoken and written word; influence or persuade others through oral presentation in positive or negative circumstances.

Teamwork:

Ability to apply interpersonal skills effectively when relating to subordinates, peers and managers, thus enhancing work relationships.

Organisation and  Delegation:

Ability to organize work and delegate functions. Use time management skills and tools to process the flow of work so that customer responsiveness is timely and work habits are orderly.

Decision Making and Problem Solving:

Ability to come up with creative solutions to solve problems.

Take action in solving problems by quickly analyzing the situation, obtaining all available facts and making sound and effective decisions.

Use reason, even when dealing with emotional topics.

Adaptability:

Receptivity and ability to grasp new ideas and motivation for self-development.