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The primary purpose of the job is to give a 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
- 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.
- 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
- 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
