Premier Sales, Zhongshan Commercial Office, Damco
丹马士环球物流（上海）有限公司
- 公司规模：10000人以上
- 公司性质：外资(欧美)
- 公司行业：交通/运输/物流
职位信息
- 发布日期：2014-07-25
- 工作地点：中山
- 招聘人数：若干
- 职位月薪：面议
- 职位类别：销售代表
职位描述
Key Responsibilities
The Premier Sales Associate (PSA) has accountabilities in 3 main areas, namely Existing Customer Development, New Customer Development, and execution of clear OneDamco blueprint ‘ways of working’…
1. Premier Sales Existing Customer development
? Accountable for delivery of the Actual ‘Through The Till’ CM1 and CRM CM1 Additional Business and Contract Renewal targets for the assigned Existing Premier Customer portfolio, through the sale of Damco standard products and focus on selected trade lanes
? Accountable for supporting the resolution of CSO reported Premier Sales customer issues, including interventions with customers to resolve escalated issues, DSO resolutions and also ensuring commitments to volumes are met (with proactive interventions in the event of deviation from agreements, and renegotiations thereafter, where necessary)
? Accountable for ensuring that Existing Premier Customers have their respective supply chains fully mapped and captured with Damco Proprietary CRM systems (thus providing visibility to all relevant parties)
? Through effective customer relationship management and partnering with the Premier Customers in the assigned portfolio, the PSA will expand the share of wallet that Damco obtains from assigned customers, through maintaining and growing volumes from existing sold products, regaining volumes (where previously held business has been lost), and identifying, pursuing and securing opportunities for Additional Business that Damco has previously not carried.
? Accountable for ensuring that relationships built with Premier Customers comprehensively covers all members of the customer decision making process
? Accountable for ensuring that IOP/SOP’s / contracts / agreements for all customers within the Premier portfolio comply with OneDamco blueprint guidelines, are comprehensive documented, maintained and appropriately communicated to all relevant Damco and external parties.
? Accountable for managing the Damco Book of Business in the assigned portfolio, to ensure that individual customer derived CM1 is both maximised, of acceptable levels, and also commensurate with the provision of dedicated Premier Sales resources.
2. Premier Sales New Business Generation
? Accountable for delivery of the Actual ‘through the till’ CM1 and CRM CM1 New Business and Spot targets for the assigned geography, with a clear focus on OneDamco standard products and predefined trade lanes.
? Accountable for identifying potential customers within the geography, through continuous prospecting activity, using OneDamco blueprint processes for recommended lead sources and lead generation activities
? Accountable for the pursuit of identified potential customers, through comprehensive qualification of customer supply chain activity, identification of customer needs, linking customer needs to Damco standard products and bringing opportunities to closure through compelling sales presentations, professional selling skills and creating a differentiating customer experience.
? Accountable for the “UpSelling” process within the geographic territory, whereby ‘Non Controlled’ shippers are comprehensively qualified for their supply chain activities, with thereafter generation of sales leads to Damco Sales counterparts across the Damco Network, enabling commercial engagement at decision making location.
? Accountable for the “UpSelling” process within the geographic network, whereby Damco sales counterparts across the Damco Network require commercial engagement within your geography, as a result of their qualification of ‘Uncontrolled’ shippers, and decision making identified to be with a potential customer in your assigned geography.
3. Premier Sales ‘Ways of Working’
? Accountable for ensuring that OneDamco blueprint processes, guidelines and procedures are adopted without exception
? Accountable for ensuring that the Damco proprietary CRM system is used to capture all information required as per OneDamco commercial blueprints. This will include comprehensive and complete input of Customer and Contact details, identified overall logistics spend by product, and all opportunities that have been identified, (whether being worked on currently or in the future).
? Accountable for ensuring that personal Sales activity reporting will also be fully captured in CRM, either through direct input or by using MS Outlook to synchronise accordingly.
? Accountable for ensuring that the PSA CRM Open sales pipeline is sufficiently robust in Identify / Qualify / Present Value Proposition and Negotiate Terms sales stages, to ensure delivery of required ‘Through The Till’ CM1 targets, whilst simultaneously ensuring an adequately strong platform for delivering result performance in the coming financial result period.
? Accountable for ensuring that formalised call cycles are adopted to provide for existing Premier Sales customer management and development, whilst simultaneously providing for sufficient New Business generation activity, to drive required results.
? Accountable for ensuring that periodically introduced sales campaigns to drive focused development of the Premier Sales portfolio is execute within your geographical scope.
Who we are looking for
? 2years + in a customer facing sales role, ideally within the logistics industry
? A good understanding of logistics and forwarding products, solutions and terminology, in the local market
? Understands the competitive landscape, and can adjust approaches to customers as a result
? Proven track record of targeting, pursuing and winning opportunities, through both personal and collaborative selling efforts.
? Proven track record in a matrix, multi cultural organisation, building strong relationships and networks both locally and internationally.
? Developed communication, persuasiveness, influencing and presentation skills
? Has strong needs evolution and questioning skills
? Sells value propositions Vs price and derives benefits for customers that represent value
? Demonstrable ability to handle most common customer objections
? Self Motivated and performance driven
? Capable with Microsoft Office software, Word / Excel / Powerpoint
? Numerate and analytical
? Fluency in English and local language (where different)
The Premier Sales Associate (PSA) has accountabilities in 3 main areas, namely Existing Customer Development, New Customer Development, and execution of clear OneDamco blueprint ‘ways of working’…
1. Premier Sales Existing Customer development
? Accountable for delivery of the Actual ‘Through The Till’ CM1 and CRM CM1 Additional Business and Contract Renewal targets for the assigned Existing Premier Customer portfolio, through the sale of Damco standard products and focus on selected trade lanes
? Accountable for supporting the resolution of CSO reported Premier Sales customer issues, including interventions with customers to resolve escalated issues, DSO resolutions and also ensuring commitments to volumes are met (with proactive interventions in the event of deviation from agreements, and renegotiations thereafter, where necessary)
? Accountable for ensuring that Existing Premier Customers have their respective supply chains fully mapped and captured with Damco Proprietary CRM systems (thus providing visibility to all relevant parties)
? Through effective customer relationship management and partnering with the Premier Customers in the assigned portfolio, the PSA will expand the share of wallet that Damco obtains from assigned customers, through maintaining and growing volumes from existing sold products, regaining volumes (where previously held business has been lost), and identifying, pursuing and securing opportunities for Additional Business that Damco has previously not carried.
? Accountable for ensuring that relationships built with Premier Customers comprehensively covers all members of the customer decision making process
? Accountable for ensuring that IOP/SOP’s / contracts / agreements for all customers within the Premier portfolio comply with OneDamco blueprint guidelines, are comprehensive documented, maintained and appropriately communicated to all relevant Damco and external parties.
? Accountable for managing the Damco Book of Business in the assigned portfolio, to ensure that individual customer derived CM1 is both maximised, of acceptable levels, and also commensurate with the provision of dedicated Premier Sales resources.
2. Premier Sales New Business Generation
? Accountable for delivery of the Actual ‘through the till’ CM1 and CRM CM1 New Business and Spot targets for the assigned geography, with a clear focus on OneDamco standard products and predefined trade lanes.
? Accountable for identifying potential customers within the geography, through continuous prospecting activity, using OneDamco blueprint processes for recommended lead sources and lead generation activities
? Accountable for the pursuit of identified potential customers, through comprehensive qualification of customer supply chain activity, identification of customer needs, linking customer needs to Damco standard products and bringing opportunities to closure through compelling sales presentations, professional selling skills and creating a differentiating customer experience.
? Accountable for the “UpSelling” process within the geographic territory, whereby ‘Non Controlled’ shippers are comprehensively qualified for their supply chain activities, with thereafter generation of sales leads to Damco Sales counterparts across the Damco Network, enabling commercial engagement at decision making location.
? Accountable for the “UpSelling” process within the geographic network, whereby Damco sales counterparts across the Damco Network require commercial engagement within your geography, as a result of their qualification of ‘Uncontrolled’ shippers, and decision making identified to be with a potential customer in your assigned geography.
3. Premier Sales ‘Ways of Working’
? Accountable for ensuring that OneDamco blueprint processes, guidelines and procedures are adopted without exception
? Accountable for ensuring that the Damco proprietary CRM system is used to capture all information required as per OneDamco commercial blueprints. This will include comprehensive and complete input of Customer and Contact details, identified overall logistics spend by product, and all opportunities that have been identified, (whether being worked on currently or in the future).
? Accountable for ensuring that personal Sales activity reporting will also be fully captured in CRM, either through direct input or by using MS Outlook to synchronise accordingly.
? Accountable for ensuring that the PSA CRM Open sales pipeline is sufficiently robust in Identify / Qualify / Present Value Proposition and Negotiate Terms sales stages, to ensure delivery of required ‘Through The Till’ CM1 targets, whilst simultaneously ensuring an adequately strong platform for delivering result performance in the coming financial result period.
? Accountable for ensuring that formalised call cycles are adopted to provide for existing Premier Sales customer management and development, whilst simultaneously providing for sufficient New Business generation activity, to drive required results.
? Accountable for ensuring that periodically introduced sales campaigns to drive focused development of the Premier Sales portfolio is execute within your geographical scope.
Who we are looking for
? 2years + in a customer facing sales role, ideally within the logistics industry
? A good understanding of logistics and forwarding products, solutions and terminology, in the local market
? Understands the competitive landscape, and can adjust approaches to customers as a result
? Proven track record of targeting, pursuing and winning opportunities, through both personal and collaborative selling efforts.
? Proven track record in a matrix, multi cultural organisation, building strong relationships and networks both locally and internationally.
? Developed communication, persuasiveness, influencing and presentation skills
? Has strong needs evolution and questioning skills
? Sells value propositions Vs price and derives benefits for customers that represent value
? Demonstrable ability to handle most common customer objections
? Self Motivated and performance driven
? Capable with Microsoft Office software, Word / Excel / Powerpoint
? Numerate and analytical
? Fluency in English and local language (where different)
公司介绍
The A.P. Moller - Maersk Group
A.P. 穆勒 - 马士基集团
The A.P. Moller - Maersk Group, with its headquarters in Denmark, is a worldwide leading organization with more than 115,000 employees and offices in around 130 countries. The Group is engaged in shipping, logistics, terminal investment and management, retail, oil and gas exploration and manufacturing.
A.P. 穆勒 - 马士基集团是一家源自丹麦的全球化集团公司，在全球130多个国家设有办事机构，拥有逾11.5万名员工。集团的主要业务在航运、物流、码头投资和管理、零售、石油的天然气的开发以及制造业等相关领域。
A.P. Moller - Maersk Group in China
A.P. 穆勒 - 马士基集团在中国
The A.P. Moller - Maersk Group has been operating in China for more than 80 years. The foundation of the Group’s presence in China is characterized by our commitment to serve foreign trade, continued expansion, investments with mutual benefits, and good corporate citizenship.
With more than 100 offices and 11,000 employees in China, the Group’s operations include an extensive network of offices, wholly-owned and joint venture transportation companies, logistics companies and industrial enterprises, as well as investment in and management and operation of marine terminals in key coastal cities in China.
The A.P. Moller - Maersk Group is also a major buyer of vessels and marine equipments made in China as well as consumer products for the Group’s supermarkets in Europe.
A.P. 穆勒 - 马士基集团服务于中国的对外贸易已逾80余年。集团在华的立身之本是信守承诺：致力于服务中国的对外贸易、在互利互惠的基础上不断拓展业务，增加投资，争做优秀的企业公民。
今天，集团在中国大陆和中国香港设有100多个办事机构，员工超过1万1千名，并积极参与集装箱航运、物流、集装箱码头运营和管理、多式联运、工业制造与采购以及海事设备维护维修服务。
A.P. 穆勒 - 马士基集团是中国大陆制造的远洋货轮和海运设备的主要采购商，同时还为集团在欧洲的超级市场采购中国产品。
About Damco
关于丹马士
Damco is the new, combined brand of the A.P. Moller - Maersk Group's logistics activities.
丹马士是A.P. 穆勒 - 马士基集团旗下为客户提供供应链管理与货代专业服务的一个新的联合品牌。
Damco offers a broad range of supply chain management and freight forwarding services to customers all over the world, and has 10,500 colleagues in 280 offices, covering over 93 countries in Africa, Asia, North America, Europe, Middle East, and Latin America.
凭借在亚洲、非洲、北美洲、欧洲、中东和拉丁美洲超过93个国家的280个办事处以及1万零5百名员工，丹马士为全世界的客户提供广泛的供应链管理和货运代理服务。
In Damco, we pride ourselves with having people who have the energy to go the extra mile to find the most reliable, efficient solution for our customers - and deliver on our promises. In every Damco office around the world, we have local people, who speak the local language and engage with, and make a difference in the communities in which we live and work.
在丹马士，我们以我们的员工为骄傲，他们拥有勇往直前的工作态度，精益求精地为客户寻求最可靠、最有效的解决方案，使承诺成为现实。丹马士在世界各地的办公室均会聘请使用当地语言和了解地区文化的当地员工，融入所在地区，大展鸿图。
Read more
如欲了解更多资讯，敬请访问我们的网站
The A. P. Moller – Maersk Group： **************
Damco： *************
A.P. 穆勒 - 马士基集团：**************
丹马士： *************
A.P. 穆勒 - 马士基集团
The A.P. Moller - Maersk Group, with its headquarters in Denmark, is a worldwide leading organization with more than 115,000 employees and offices in around 130 countries. The Group is engaged in shipping, logistics, terminal investment and management, retail, oil and gas exploration and manufacturing.
A.P. 穆勒 - 马士基集团是一家源自丹麦的全球化集团公司，在全球130多个国家设有办事机构，拥有逾11.5万名员工。集团的主要业务在航运、物流、码头投资和管理、零售、石油的天然气的开发以及制造业等相关领域。
A.P. Moller - Maersk Group in China
A.P. 穆勒 - 马士基集团在中国
The A.P. Moller - Maersk Group has been operating in China for more than 80 years. The foundation of the Group’s presence in China is characterized by our commitment to serve foreign trade, continued expansion, investments with mutual benefits, and good corporate citizenship.
With more than 100 offices and 11,000 employees in China, the Group’s operations include an extensive network of offices, wholly-owned and joint venture transportation companies, logistics companies and industrial enterprises, as well as investment in and management and operation of marine terminals in key coastal cities in China.
The A.P. Moller - Maersk Group is also a major buyer of vessels and marine equipments made in China as well as consumer products for the Group’s supermarkets in Europe.
A.P. 穆勒 - 马士基集团服务于中国的对外贸易已逾80余年。集团在华的立身之本是信守承诺：致力于服务中国的对外贸易、在互利互惠的基础上不断拓展业务，增加投资，争做优秀的企业公民。
今天，集团在中国大陆和中国香港设有100多个办事机构，员工超过1万1千名，并积极参与集装箱航运、物流、集装箱码头运营和管理、多式联运、工业制造与采购以及海事设备维护维修服务。
A.P. 穆勒 - 马士基集团是中国大陆制造的远洋货轮和海运设备的主要采购商，同时还为集团在欧洲的超级市场采购中国产品。
About Damco
关于丹马士
Damco is the new, combined brand of the A.P. Moller - Maersk Group's logistics activities.
丹马士是A.P. 穆勒 - 马士基集团旗下为客户提供供应链管理与货代专业服务的一个新的联合品牌。
Damco offers a broad range of supply chain management and freight forwarding services to customers all over the world, and has 10,500 colleagues in 280 offices, covering over 93 countries in Africa, Asia, North America, Europe, Middle East, and Latin America.
凭借在亚洲、非洲、北美洲、欧洲、中东和拉丁美洲超过93个国家的280个办事处以及1万零5百名员工，丹马士为全世界的客户提供广泛的供应链管理和货运代理服务。
In Damco, we pride ourselves with having people who have the energy to go the extra mile to find the most reliable, efficient solution for our customers - and deliver on our promises. In every Damco office around the world, we have local people, who speak the local language and engage with, and make a difference in the communities in which we live and work.
在丹马士，我们以我们的员工为骄傲，他们拥有勇往直前的工作态度，精益求精地为客户寻求最可靠、最有效的解决方案，使承诺成为现实。丹马士在世界各地的办公室均会聘请使用当地语言和了解地区文化的当地员工，融入所在地区，大展鸿图。
Read more
如欲了解更多资讯，敬请访问我们的网站
The A. P. Moller – Maersk Group： **************
Damco： *************
A.P. 穆勒 - 马士基集团：**************
丹马士： *************
联系方式
- 公司地址：地址：span天府大道天府软件园