Field Based Sales Executive - Maersk Group

This position calls for a passionate sales person to own and develop his/her allocated customers, deliver volume and yield targets while remaining focused on relationship with customer portfolio, manage sales pipeline, segmentation, and accurate forecasting and monitor performance against KPI and take corrective action where necessary

We offer

• Results orientation
• “Hunting” sales skills
• Best practice sales processes (e.g., account planning, contract negotiations)
• Strong customer knowledge
• Good market and product knowledge
• Value selling – The Essentials

Key responsibilities

Account Management

• Be proactive and assertive
• Strong drive to develop new businesses, including new customers or existing opportunities
• Develop customer value propositions for all appropriate business opportunities, sales to distinguish market presence by effectively probing and identifying needs to assist customers
• Customer relationship management
• Schedule and execute customer meetings
• Clearly mapping stakeholders and understanding their needs
Yield Management – Including D&D
• Create and manage specific customer plans allowing Maersk Line to maximize its yield potential
• Provide free time and demurrage/detention waivers within delegated mandates and only as/when required
• Keep abreast of market developments and report relevant information to TNM and Sales/commercial Manager
• Proactively assist Finance and Customer Service in clearing outstanding invoices and longstanding containers respectively
Value Selling through Pipeline Management
• Use Market Mapping to identify total potential volume for the customer
• Qualify customer opportunities using:
• Uncovering needs framework, understanding the buying phases
• Using and understanding the Value Selling methodology
• Build strong customer specific value propositions linking Maersk differentiators to customer’s pains/needs
• Actively use Maersk CRM tool
Sales Meetings/Activity Management
• Prepare for Sales meetings with clear agenda and desired outcomes in the CRM tool
• Follow the Value Selling principles
• Always send out confirmation letter to customer after the sales meetings

We are looking for