This role has overall sales responsibility for customer relationships and performance of the assigned portfolio to ensure volume and revenue targets are met with sufficient pipeline.
Manage and develop the assigned portfolio; secure business and achieve objectives within the Sales Channel (for Supply Chain, Contract Logistics, Customs, Trucking as well as Import & Export Ocean freight)
Build a good understanding and relationship with key targeted customers and the assigned portfolio (contact, commodities, trade lanes, type of business, contract information including exceptions and service requirements)
Build a good understanding of all service offerings to be able to offer integrated logistics solutions
Develop customer value propositions for appropriate business opportunities. Strive for consultative sales to distinguish market presence by effectively probing and identifying needs and suggesting solutions to help customers
Follow direction settings and stay on top of business signals to secure both long-term and short-term opportunities
Communicate significant trends, price fluctuation and policies to assigned portfolio
Work closely with Customer Service, Trade & Marketing, Product and other related functions to ensure customer needs and market intelligence are updated and communicated.
Coordinate and execute commercial approach in response to customer needs and the market situation
Research and understand the territory to identify and establish business contacts with potential customers
Ensure sales systems and reporting are precise and up to date for management tracking, analysis and planning
We are looking for
A good understanding of Contract logistics and Shipping Line products, solutions, pricing and terminology.
Understands the competitive landscape, and can adjust approaches to customers as a result
Proven track record of targeting, pursuing and winning large opportunities, through both personal and collaborative selling efforts, in tendered and non tendered environments
Strong presence and ability to communicate / present / consult with C’ level decision makers
Ability to work in a fast-paced international environment and cope with large scale business challenges
Proven track record in a matrix, multi cultural organisation,
Capable in building strong and lasting relationships and networks at multiple levels, focusing on decision makers and influencers, both locally and internationally.
Well-developed communication, persuasiveness, influencing and presentation skills as well as ability to do needs evaluation and handle most common customer objections
Has strong negotiation skills
Resilient, tenacious and persistent
Self Motivated and performance driven
Numerate and analytical
Fluency in English and Vietnamese language