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The primary purpose of the job is to give professional front line service to new business through direct channels whilst working closely with the BD team. This will be delivered through telesales & CRM management compliance
The employee is also responsible for servicing, retaining and profitably growing an assigned segment of regional accounts through CRM system data management.
The employee is required to expand the portfolio business by generating new customer accounts, and to increase the value of the assigned customer portfolio, measurable in Net Sales, Gross Margin, Gross Profit and transactional volumes.
Business Development Strategy
Participation in the creation, development, and execution of the Business Development strategy within the Commercial & Business Support function.
Identify and report optimization possibilities in approach, processes and policies
Act as ambassador of the strategy within the network
Model the company values in day to day interaction internally and externally
Support both sales and branches in achieving their respective business objectives in the most efficient and effective way possible.
Qualification & Support of new accounts
Telesales qualification of new prospects
Profiling of the new customers based on size, vertical market and buying behaviour
Documenting required information and actions taken in CRM
Assisting sales with making appointments with customers where appropriate and log in CRM.
Support credit checks for new customers prior to submitting quotations, in line with GSP & credit management policy
Provide spot & standard quotes to the customer
Handle customer commercial questions (technical, pricing, invoices, consulting)
Identify new business opportunities
Portfolio/Account Management
Plan specific activities to ensure realization of the Sales Goals
Continuously monitor own performance against CRM KPIs
Apply the Global Sales Process
Identify cross selling opportunities & communicate same to the corresponding Business Unit
Identify & execute necessary frequency of contact per
Identify and capitalize on new opportunities
Review and update customer tariffs as and when necessary to protect profitability
Ensure SOPs being in place to safeguard correct customer handling and business execution by Ops
Negotiation
Ensure CRM usage and compliance by recording all actions, discussions, next steps, agreements, quotes etc. in CRM
Provide complete and timely information regarding new business to concerned parties within network
Identify and act on external marketing opportunities
Complete all available G-Campus training modules relevant to your sales function, consult with superior.
Experience and skills required:
Experience in B2B telesales
Experience in freight forwarding and logistics industry
Good knowledge of air and ocean freight products & processes (import and export) preferrable
Good communication / telesales and negotiation skills
Customer Satisfaction mind set
Fluent in local language(s) and good English skills
