南京招聘

We are looking to hire a Route Development Manager Intra Asia to develop prospect business in particular route pairings (country to country or trade to market pairs) 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

Responsibilities

Route Development Management

• Compile customer target list in close cooperation with Country- , District- or BU- Head of Sales.
• Synchronize target list with overseas (integrate overseas targets) and handle list as a “living document”
• 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.
• Actively generate sales leads and communicate to overseas counterparts
• Participate in tender management process as commercial owner by providing customer related information
• Assure successful customer implementation with operations and/or business units, districts or countries
• Provide input to Air and Ocean Procurement for product development. Close co-operation with the TLM’s (Trade Lane Manager) are required
• Plan and carry out overseas trips in order to create local awareness and support PP / CC sales activities
• Create local awareness of assigned country / route pairs through presentations, sales kits, fact sheets, pricing (CSR), etc.
• Educate local sales staff through joint calls
• Escalate pricing and market issues on target accounts to TLM (insufficient pricing, investment needed, etc.)
• Report on market information, competitor activities, product issues etc.
• Monitor results on a regular basis
• Governance and support its implementation
• Develop and maintain the Route Sales planning process
• 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
• Corrective actions development and implementation on negative deviation to ensure volume & GP/Cargo Unit Target Achievement
• Initiate, ensure execution & Monitor Country, Route Specific Sales Campaign, as required and in cooperation with TLM

• Enforce Customer Forecast communication methodology between Sales and TLM
• Maintain and develop an approved number of customer targets and the specific route- , country pairs.

• Assist or lead the hosting of sales visits of overseas RDM’s to develop targeted sales customers

General Management

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

Qualifications

• Good knowledge of our products and the global trade lanes
• Good knowledge of procurement and capacity management for air and ocean Profound knowledge markets trends and opportunities in various industries
• 5 years of work experience (minimum)
• Gathering and analyzing of market data (various industries)
• Worked in a international company within a matrix organization …

SkillsCompetencies – Leadership

• Influencing skills in order to focus the sales activities from several stakeholders

Competencies – Business

• ability to organize, including prioritizing, planning, assigning and controlling objectives
• Understanding of the company and sales strategy with the capability of break down the strategy to the route
• analytical skills e.g. sales review and performance management
• strong financial and business awareness, thinks analytically and is skilled at identifying business opportunities and setting respective route development strategy

Competencies – Personal

• Ability to read and conceptualize financial plans for the route
• Good ability to communicate and network with cross-cultural sensitivity
• result oriented and places great emphasis on customer focus

Languages

• Fluent in English (written and spoken)
• Other languages (written and spoken) preferred

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！