西安招聘

Report to: Director, Sales – FOS (Fleet Operations Solution), AP

Key Responsibilities

? Sales & Business development
o Meet potential and existing customers when and where necessary for all solutions
o Realization of Order intake value targets in assigned region / accounts
o Selection, acquisition and retention of (key) accounts (partners / end-users)
o Apply Strategic Selling Techniques to engage (prospective) customers towards on multi departmental and management levels.
o Create proposition, quotations, conduct negotiations and close deals, based on company strategy and management guidelines. Gain Executive Level Account Involvement both internally and externally.
? Account Management
o Building Strategic Account Plans for assigned key Partners and End-Users
o Conduct (monthly) Order intake analysis and Pipeline management, adjust accordingly when needed
o Managing the Contract Renewal Process
o Manage virtual account / project teams related to assigned Customer base, using Internal and external (customer) departments. Monitor the output of the teams.
o Work closely in a (regional) sales team with Sales Coordinators and Sales Expert(s).
o Manage complaints and escalations.
o Manage Channel Conflicts within assigned area.
? Reporting
o Strong CRM Management
o Timely reporting using the correct formats to keep the organisation informed
o Contributing to regional plans, budgets and promotion plans
? Marketing
o Provide market intelligence feedback through the assigned channels.
o Represent at Industry Exhibitions, (Partner) conferences, etc.
o Fully support the Marketing Communications activities

Requirements:

? Education: Higher Education (Master / Bachelor) in technical or business field preferred
? Experience: 
o 5 years of sales experience in the maritime sector or B2B sales
o Knowledge of Navigation, Communication or IT within the Maritime Industry is considered a strong advantage.
? Skills: 
o Solution based / Strategic selling methodology or willingness to learn it
o Public speaking/ Presentation skills
o Ability and willingness to travel (national and internationally), estimated to 30-40%
o Eager to sell, entrepreneur style, able to close deals
o Strong work ethic
o Autonomous to fulfil tasks
o Excellent analytical skills
o Open to new technology and environment that is in a constant change.
o Team player with good interpersonal and communication skills, social and outgoing.
o International network and cross-cultural understanding is an advantage

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