Zhongshan Commercial Office Manager, Damco China
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：2014-05-16
- 工作地点：中山
- 招聘人数：若干
- 职位月薪：面议
- 职位类别：销售经理
职位描述
Key Responsibilities
1. Commercial Strategy Execution
? Accountable for the translation and deployment of area / country commercial strategy into local CO commercial objectives, plans and activities that facilitates delivery of targeted financial results and supports future growth aspirations for Damco in the assigned CO geography.
? Accountable for the implementation, leadership and development of the CO organisational structure, aligned to OneDamco program blueprints.
? Accountable for CO target result delivery from all customer segments, through management, development and growth of Premier Sales, Premier Plus Sales, Key Account and Strategic Account customer portfolios.
2. Commercial Management
? Accountable for ensuring that CO office originated marketing activity is aligned to Area/Country plans, and meets corporate branding and identity guidelines without exception
? Accountable for the implementation and compliance with approved One Damco commercial ‘ways of working’ blueprints and all associated tools, to continuously drive and improve sales force efficiency and effectiveness.
? Accountable for the ongoing development of the existing CO customer portfolio, ensuring customers are retained and grown, through strong account management, partnering and ongoing identification and pursuit of Additional Business opportunities, thus increasing Damco’s share of wallet and delivering CRM CM1 Additional Business and Contract Renewal targets.
? Accountable for the ongoing selection, qualification, pursuit and winning of New Business through the CO CRM sales pipeline, supporting strategic intent and commercial direction for developing Trade Lanes, Customer Mix, Verticals and Product Growth across all customer segments and sales channels, in order to deliver New Business and Spot CRM CM1 agreed targets.
? Accountable for commercial collaboration and liaison between Commercial Offices and CSO’s, including acting as an escalation point for customer and commercial issues beyond the local CSO, in order to resolve issues and challenges in a professional and timely manner.
3. Financial Management
? Accountable for the delivery of CRM and ACTUAL ‘through the till’ CM1 budgets and targets at agreed levels for the geography, for all sales channels and customer segments.
? Accountable for formulation and deployment of pricing strategies / pricing policy that support corporate guidelines and ensures commercial responsiveness to customer opportunities and enquiries. The COM will act as the principal point of escalation for resolution of pricing policy variation requests from team members and will be responsible for CM1 levels within agreed parameters.
? Accountable for the ongoing management, containment of cost structures within role purview, as per plan
? Accountable for ensuring that professional and timely intervention is deployed in the event of CO customer poor DSO performance, supporting CSO team members’ attempts to secure settlement of invoices from customers with poor DOS performance, through leveraging personal and commercial team member customer relationships and interactions. The COM must also ensure that all commercial incentive programs have mechanics that specifically exclude Bad Debtors from payment calculations (as per Commercial Blueprints).
? Accountable for ensuring that commercial practices support all required internal and external financial reporting and statutory / legislative requirements, including corporate ethics and values, without exception.
4. Commercial Leadership & Talent Management
? Accountable for the ongoing leadership, direction and performance management of CO based (not hosted) commercial resources that are associated with the Premier, Premier Plus and Solutions segments, with ensuing cascade and delivery of objectives, KPI’s and Metrics as agreed and targeted.
? Accountable for the ongoing development and deployment of a Performance Management culture within the CO team, including timely result analysis and reporting, maintenance and review of performance dashboards, and thereafter ongoing performance improvements to drive desired Damco commercial team behaviours, activities and results.
? Accountable for the ongoing capability improvement of all commercial team members in the CO, thus enabling result delivery whilst raising sales professionalism and thus differentiation through improved customer experiences and demonstrated professionalism at Point Of Sale.
? Accountable for visibly owning and driving the direct correlation between performance management and capability improvements for the CO team, through personally coaching sales team members, and ensuring PDP and succession planning processes are in place with ensuing developmental activities both provided for and delivered.
? Accountable for providing essential accommodations for ‘Hosted Damco team Members” that through corporate agreements, are based within the CO environment.
? Accountable for driving the OneDamco Collaboration behaviours throughout the CO team. This includes the sharing of Best Demonstrated Practices (BDP’s) and also visibly owning and driving the OneDamco Collaboration dashboard, and associated behaviours.
? Accountable for ensuring that delegation of authority and responsibility is proper and aligns with Damco values, ethics, OneDamco policies and procedures.
Who we are looking for
? 7- 10 years in a Commercial Leadership role , ideally from within Damco’s industry
? General Management experience is definitely preferred
? Proven track record of leading, managing and growing a sizeable (similarly commensurate) commercial organisation, with floow thorugh to result delivery
? Proven track record in a matrix, multi cultural organisation, building strong relationships and networks both locally and internationally.
? Demonstrable persuasiveness and influencing skills, strong communicator and presenter
? Proven track record of personally developing and managing customers at the strategic and/or key account level
? Numerate, financially astute
? Strong organisational and planning skills, can work under pressure to meet deadlines
? Well developed Negotiation skills
? Fluency in English and local language (where different)
1. Commercial Strategy Execution
? Accountable for the translation and deployment of area / country commercial strategy into local CO commercial objectives, plans and activities that facilitates delivery of targeted financial results and supports future growth aspirations for Damco in the assigned CO geography.
? Accountable for the implementation, leadership and development of the CO organisational structure, aligned to OneDamco program blueprints.
? Accountable for CO target result delivery from all customer segments, through management, development and growth of Premier Sales, Premier Plus Sales, Key Account and Strategic Account customer portfolios.
2. Commercial Management
? Accountable for ensuring that CO office originated marketing activity is aligned to Area/Country plans, and meets corporate branding and identity guidelines without exception
? Accountable for the implementation and compliance with approved One Damco commercial ‘ways of working’ blueprints and all associated tools, to continuously drive and improve sales force efficiency and effectiveness.
? Accountable for the ongoing development of the existing CO customer portfolio, ensuring customers are retained and grown, through strong account management, partnering and ongoing identification and pursuit of Additional Business opportunities, thus increasing Damco’s share of wallet and delivering CRM CM1 Additional Business and Contract Renewal targets.
? Accountable for the ongoing selection, qualification, pursuit and winning of New Business through the CO CRM sales pipeline, supporting strategic intent and commercial direction for developing Trade Lanes, Customer Mix, Verticals and Product Growth across all customer segments and sales channels, in order to deliver New Business and Spot CRM CM1 agreed targets.
? Accountable for commercial collaboration and liaison between Commercial Offices and CSO’s, including acting as an escalation point for customer and commercial issues beyond the local CSO, in order to resolve issues and challenges in a professional and timely manner.
3. Financial Management
? Accountable for the delivery of CRM and ACTUAL ‘through the till’ CM1 budgets and targets at agreed levels for the geography, for all sales channels and customer segments.
? Accountable for formulation and deployment of pricing strategies / pricing policy that support corporate guidelines and ensures commercial responsiveness to customer opportunities and enquiries. The COM will act as the principal point of escalation for resolution of pricing policy variation requests from team members and will be responsible for CM1 levels within agreed parameters.
? Accountable for the ongoing management, containment of cost structures within role purview, as per plan
? Accountable for ensuring that professional and timely intervention is deployed in the event of CO customer poor DSO performance, supporting CSO team members’ attempts to secure settlement of invoices from customers with poor DOS performance, through leveraging personal and commercial team member customer relationships and interactions. The COM must also ensure that all commercial incentive programs have mechanics that specifically exclude Bad Debtors from payment calculations (as per Commercial Blueprints).
? Accountable for ensuring that commercial practices support all required internal and external financial reporting and statutory / legislative requirements, including corporate ethics and values, without exception.
4. Commercial Leadership & Talent Management
? Accountable for the ongoing leadership, direction and performance management of CO based (not hosted) commercial resources that are associated with the Premier, Premier Plus and Solutions segments, with ensuing cascade and delivery of objectives, KPI’s and Metrics as agreed and targeted.
? Accountable for the ongoing development and deployment of a Performance Management culture within the CO team, including timely result analysis and reporting, maintenance and review of performance dashboards, and thereafter ongoing performance improvements to drive desired Damco commercial team behaviours, activities and results.
? Accountable for the ongoing capability improvement of all commercial team members in the CO, thus enabling result delivery whilst raising sales professionalism and thus differentiation through improved customer experiences and demonstrated professionalism at Point Of Sale.
? Accountable for visibly owning and driving the direct correlation between performance management and capability improvements for the CO team, through personally coaching sales team members, and ensuring PDP and succession planning processes are in place with ensuing developmental activities both provided for and delivered.
? Accountable for providing essential accommodations for ‘Hosted Damco team Members” that through corporate agreements, are based within the CO environment.
? Accountable for driving the OneDamco Collaboration behaviours throughout the CO team. This includes the sharing of Best Demonstrated Practices (BDP’s) and also visibly owning and driving the OneDamco Collaboration dashboard, and associated behaviours.
? Accountable for ensuring that delegation of authority and responsibility is proper and aligns with Damco values, ethics, OneDamco policies and procedures.
Who we are looking for
? 7- 10 years in a Commercial Leadership role , ideally from within Damco’s industry
? General Management experience is definitely preferred
? Proven track record of leading, managing and growing a sizeable (similarly commensurate) commercial organisation, with floow thorugh to result delivery
? Proven track record in a matrix, multi cultural organisation, building strong relationships and networks both locally and internationally.
? Demonstrable persuasiveness and influencing skills, strong communicator and presenter
? Proven track record of personally developing and managing customers at the strategic and/or key account level
? Numerate, financially astute
? Strong organisational and planning skills, can work under pressure to meet deadlines
? Well developed Negotiation skills
? 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