Shanghai EUR/AA Sales Manager
马士基（中国）航运有限公司
- 公司规模：500-1000人
- 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：2015-04-11
- 工作地点：上海
- 招聘人数：1
- 工作经验：3-4年
- 学历要求：本科
- 语言要求：英语精通
- 职位月薪：面议
- 职位类别：销售经理 区域销售经理
职位描述
Job overview purpose/ summary:
? To deliver volume and yield targets for his/her team while remaining focused on relationship building
? To manage sales pipeline, segmentation, and accurate forecasting
? To monitor performance against KPI and take corrective action where necessary
? To manage and coach a team of individuals to optimal performance
Key responsibilities:
Sales process
? Manage the selling process to external customers, including pricing contract negotiations
? Pro-actively search, qualify, develop and engage into new customer relationships
? Identify account needs, opportunities and key buying factors for existing customers, and formalize those into account plans and strategies
? Ensure full penetration into and mapping of customers organization
? Seek to continuously improve customer satisfaction
? Ensure adequate update of Maersk IT Systems (MARS, INSIGHT, SCV etc) for which s/he has responsibility
Customer Relationship
? Own the overall customer relationship for existing customers, as well as potential new customers identified and allocated by TNM
? Establish strong, multi-level, win/win relationships with new and existing customers (including main decision makers and influencers)
? Effectively handover to Customer Service, Operations, Finance etc for terms and conditions agreed with customers in their contracts
Post sales support
? Actively engage Customer Service into the customer relationship to ensure customers know relevant contact points in case of service failures
? Provide service support and claims resolution for extraordinary issues
Sales Team Performance
? Hold sales rep reviews focusing on overall profitability and specific accounts
? Continually educate and train sales force on managing profitable accounts
? Set goals with sales reps and track progress using KPIs
? Manage forecasting/budget process to align with divisional goals
Skill and competencies you should learn in position:
? Result oriented
? Hunting Sales Skills
? Best practice sales processes
? Strong customer knowledge
? Good market and product knowledge
? Develop Sales and leadership capabilities
? Improve understanding of how best to generate profit to ML
Skill required:
? Effectively manages/enforces sales tools/processes
? Actively manages performance
? Provides input feedback on new potential product/service opportunities
? Supports individual sales people in target accounts
? Prospects for new accounts or opportunities
? Grows and up-selling existing account, focusing on growth and profitability
? Strong ability to qualifies leads
? Strong ability to develops winning customer value propositions
? Successfully manages negotiation process
? Builds strong and lasting relationships at all levels, focusing on decision makers and influencers
? Builds and maintains a strong network of customers
? Thoroughly understands customer drivers, needs and requirements
? Leverages internal and external financial data to build winning strategies and understand account economics
? Builds and executes winning account strategies
? Has good product knowledge
? Has good knowledge about market, competitor and industry trends
? Results orientation
? Develop sales and leadership capabilities
? To deliver volume and yield targets for his/her team while remaining focused on relationship building
? To manage sales pipeline, segmentation, and accurate forecasting
? To monitor performance against KPI and take corrective action where necessary
? To manage and coach a team of individuals to optimal performance
Key responsibilities:
Sales process
? Manage the selling process to external customers, including pricing contract negotiations
? Pro-actively search, qualify, develop and engage into new customer relationships
? Identify account needs, opportunities and key buying factors for existing customers, and formalize those into account plans and strategies
? Ensure full penetration into and mapping of customers organization
? Seek to continuously improve customer satisfaction
? Ensure adequate update of Maersk IT Systems (MARS, INSIGHT, SCV etc) for which s/he has responsibility
Customer Relationship
? Own the overall customer relationship for existing customers, as well as potential new customers identified and allocated by TNM
? Establish strong, multi-level, win/win relationships with new and existing customers (including main decision makers and influencers)
? Effectively handover to Customer Service, Operations, Finance etc for terms and conditions agreed with customers in their contracts
Post sales support
? Actively engage Customer Service into the customer relationship to ensure customers know relevant contact points in case of service failures
? Provide service support and claims resolution for extraordinary issues
Sales Team Performance
? Hold sales rep reviews focusing on overall profitability and specific accounts
? Continually educate and train sales force on managing profitable accounts
? Set goals with sales reps and track progress using KPIs
? Manage forecasting/budget process to align with divisional goals
Skill and competencies you should learn in position:
? Result oriented
? Hunting Sales Skills
? Best practice sales processes
? Strong customer knowledge
? Good market and product knowledge
? Develop Sales and leadership capabilities
? Improve understanding of how best to generate profit to ML
Skill required:
? Effectively manages/enforces sales tools/processes
? Actively manages performance
? Provides input feedback on new potential product/service opportunities
? Supports individual sales people in target accounts
? Prospects for new accounts or opportunities
? Grows and up-selling existing account, focusing on growth and profitability
? Strong ability to qualifies leads
? Strong ability to develops winning customer value propositions
? Successfully manages negotiation process
? Builds strong and lasting relationships at all levels, focusing on decision makers and influencers
? Builds and maintains a strong network of customers
? Thoroughly understands customer drivers, needs and requirements
? Leverages internal and external financial data to build winning strategies and understand account economics
? Builds and executes winning account strategies
? Has good product knowledge
? Has good knowledge about market, competitor and industry trends
? Results orientation
? Develop sales and leadership capabilities
公司介绍
The A.P. Moller-Maersk Group in the world
The A.P. Moller-Maersk Group is a worldwide organization with about 117,000 employees and offices in around 130 countries-with global headquarters in Copenhagen,Denmark.
In addition to owning one of the world's largest shipping companies,we are also involved in a wide range of activities within the energy,shipbuilding, retail and manufacturing industries.
The A.P.Moller-Maersk Group in North Asia Region
In the North Asia Region,we employ more than 11,000 employees at 65 different locations in Mainland China,Hong Kong, Macao,Taiwan,Mongolia,Japan and Korea.
We have served foreign trade in the Greater China Area for more than 80 years.The foundation of the A.P. Moller- Maersk Group's presence in the North Asai Region is characterized by our commitment to serve foreign trade,continue expansion,make investments that are mutually beneficial,and be good corporate citizens.
Our activities in the North Asia Region include an extensive network of branch and representative offices,
wholly-owned and joint venture transportation companies, logistics companies,industrial enterprises,as well as managing,operating,and investing in a number of marine terminals in key coastal cities in the region.
The A.P. Moller-Maersk Group is constantly looking for opportunities to supply its many companies with competitively priced, high quality products made in the North Asia Region.
The A.P. Moller-Maersk Group in the North Asia Region,amongst other,the following companies:
APM Global Logistics trading as Damco
Maersk Line
APM Terminals
Read more
The A.P. Moller-Maersk Group:www.maersk.com
Damco: www.damco.com
Maersk Line:www.maerskline.com
The A.P. Moller-Maersk Group is a worldwide organization with about 117,000 employees and offices in around 130 countries-with global headquarters in Copenhagen,Denmark.
In addition to owning one of the world's largest shipping companies,we are also involved in a wide range of activities within the energy,shipbuilding, retail and manufacturing industries.
The A.P.Moller-Maersk Group in North Asia Region
In the North Asia Region,we employ more than 11,000 employees at 65 different locations in Mainland China,Hong Kong, Macao,Taiwan,Mongolia,Japan and Korea.
We have served foreign trade in the Greater China Area for more than 80 years.The foundation of the A.P. Moller- Maersk Group's presence in the North Asai Region is characterized by our commitment to serve foreign trade,continue expansion,make investments that are mutually beneficial,and be good corporate citizens.
Our activities in the North Asia Region include an extensive network of branch and representative offices,
wholly-owned and joint venture transportation companies, logistics companies,industrial enterprises,as well as managing,operating,and investing in a number of marine terminals in key coastal cities in the region.
The A.P. Moller-Maersk Group is constantly looking for opportunities to supply its many companies with competitively priced, high quality products made in the North Asia Region.
The A.P. Moller-Maersk Group in the North Asia Region,amongst other,the following companies:
APM Global Logistics trading as Damco
Maersk Line
APM Terminals
Read more
The A.P. Moller-Maersk Group:www.maersk.com
Damco: www.damco.com
Maersk Line:www.maerskline.com