南京招聘

职位描述：
Purpose of the position

To develop prospect business in particular route pairings (CCN District with Europe) within the Panalpina Trade Lanes and responsible to grow the assigned routes based on an aligned sales plan, customer target list and personal KPI’s.
The primary purposes of this role are:

1 To create a customer target list which is aligned with Overseas and Product
2 To develop prospect customers and new lanes and align with the relevant stakeholders
3 Responsible for own target accounts to develop and retain (GP, GPI, Volume)
4 Achieve sales plan objectives with personal targets (GP, GPI, Volume) by effectively selling Panalpina products (Air and Ocean)
5 Primary sales contact for particular route / country pairings for IV- and SME – Sales
6 Ensure that budget for CCN District Route Development is achieved by supporting District Business Development Managers and Business Developers.

Key Tasks

1 Compile customer target list in close cooperation with Country, District, BU sales channels.
2 Synchronize target list with overseas (integrate overseas targets) and handle list as a “living document”
3 All targets must be entered in CRM 7.0, as well as any updates. Monitor results at least on a monthly basis, using CRM 7.0 as the supporting tool.
4 Actively generate sales leads and communicate to overseas counterparts
5 Participate in tender management process as commercial owner by providing customer related information
6 Assure successful customer implementation with operations and/or business units, districts or countries
7 Provide input to Air and Ocean Procurement for product development. Close co-operation with the TLM’s (Trade Lane Manager) are required
8 Plan and carry out overseas trips in order to create local awareness and support PP / CC sales activities
9 Create local awareness of assigned country / route pairs through presentations, sales kits, fact sheets, pricing (CSR), etc.
10 Educate local sales staff through joint calls
11 Escalate pricing and market issues on target accounts to TLM (insufficient pricing, investment needed, etc.)
12 Report on market information, competitor activities, product issues etc.
13 Monitor results on a regular basis
14 Governance and support its implementation
15 Develop and maintain the Route Sales planning process
16 Review and validate the MSR which is set by Product (TLM) and issue competitive CSR , which should be updated on a regular basis and accessible for the sales force
17 Corrective actions development and implementation on negative deviation to ensure volume & GP/Cargo Unit Target Achievement
18 Initiate, ensure execution & Monitor Country, Route Specific Sales Campaign, as required and in cooperation with TLM
19 Enforce Customer Forecast communication methodology between Sales and TLM
20 Maintain and develop an approved number of customer targets and the specific route- , country pairs.
21 Assist or lead the hosting of sales visits of overseas RDM’s to develop targeted sales customers

General Management
1 Serve as the escalation point in case of any issues, deviations related to the assigned country-, route pairs.
2 Constantly drive continuous improvement efforts within area of responsibility (e.g. collaboration, system, processes)

Function / Market & Industry Knowledge / Business Acumen / Process working

1 Good knowledge of our products and the global trade lanes
2 Good knowledge of procurement and capacity management for air and ocean. Profound knowledge markets trends and opportunities in various industries

Skills & Competencies

Functional Requirements:
1 Functional know-how of air and ocean freight
2 In depth knowledge of the market covering Europe
3 Understanding of Panalpina products and strategies
4 Market knowledge (customers, competitors, suppliers)

Management Skills:
1 Decision-making ability

Personality Traits:
1 Strong communicator both written and verbal, listening and presentation)
2 Able to close a sale and expand our business by effectively negotiating with decision-makers internally & externally
3 Ability to define problems, provide analysis and implement solutions
4 International mind-set

Educational background / Work experience

1 University degree in business or logistics is preferred
2 5-8 years industry experience, preferably in both operations and sales functions.

Language skills

Must be native Mandarin speaker with excellent English language ability. 举报 分享

The Panalpina Group is one of the world's leading providers of supply chain solutions, combining intercontinental Air and Ocean Freight with comprehensive Value-Added Logistics Services and Supply Chain Services.

Thanks to its in-depth industry know-how and customized IT systems, Panalpina provides globally integrated end-to-end solutions tailored to its customers' supply chain management needs.

The Panalpina Group operates a global network with some 500 branches in more than 80 countries. In a further 80 countries, it cooperates closely with partner companies. Panalpina employs approximately 15,000 people worldwide.

If you are interested in our company,pls send both your English and Chinese CV.

谢绝来电，来访，谢谢！