Sales Execution at Hapag-Lloyd Kenya Limited

Key Functions / Accountabilities

• Exceeding budget within designated territory
• Soliciting potential customers; developing existing customers; servicing and maintaining all accounts within assigned territory
• Evaluate customer potential and conduct MR sales planning in QlikView
• Developing a sales pipeline in Sales Force to align to company aspirations and optimize vessel utilization in view of volume and profitability
• Developing account strategies
• Logging appointments, client contact In Sales Force.
• Monthly cycle of planning volumes by customer and trade relations
• Developing and maintaining excellent internal relationships that enhance customer experience
• Identifying backup/support and delegating as necessary, for e.g. problem solving goes to
  customer services
• Manage and grow portfolio of customers and opportunities
• Cover MR and GEO from Customers ( push –pull) as defined in areas sales steering concept
• Focus on medium and large account
• Deal directly with customers to develop, secure and maintain most profitable business
• Conduct sales planning and performance management as defined in enhanced sales process
  including account planning : regular/ GAM NVO GAM/ BCO
• Approach customer through specified sales channels
• Where appropriate for their market, serve as specialist e.g. reefer, commodity, import etc.
• Prepare and conduct visits, report and follow up on visits
• Conclude contracts for MR customers ( proposal, negotiations and closing )
• Record commitments ( tender tracking / commercial )
• Drive CU business for foreign MR’s and adhere to push pull process
• Selectively engage in TM discussions on important matters e.g. tender guidance and
  negotiations, special commodity market rates etc.
• Feedback market information and give clear information to sales coordination regarding pricing
  requirements to enable future communications with TM and handover to customer service.
• Coordinating credit applications in coordination with Sales Manager and Finance
• Completing weekly activity reports to be tabled and discussed during weekly 1on1 with line
  manager
• Any other Sales related tasks as requested by the Management.

Qualifications for this Position are:

• University degree or equivalent with at least 5 years of experience in Sales or the equivalent combination of education and experience
• Must have experience in a commercial role, preferably in the shipping industry
• Active knowledge of market, maritime documents and commercial terms
• Active knowledge of sales techniques
• MS Office Proficient
• Strong analytical skills
• Organization Awareness/Commercial acumen