Vacancies at Intraspeed Arcpro Kenya Ltd

JOB PURPOSE:

To prospect, sell Company services using solid arguments to prospective customers, enhance customer loyalty, develop customers portfolio according to the objectives set by Commercial department, perform cost-benefit analyses of existing and potential customers as well as maintain positive business relationships to ensure future sales, grow the Company’s third-party logistics (3PL) business in accordance with corporate objectives.

KEY DUTIES AND RESPONSIBILITIES

•  Find and develop qualified leads (cold calling), then convert them through the sales process into prospects and customers. Continuously keep the sales pipeline full of deals at various types and stages, including fresh/new (qualified) leads/introductions, mid and late-stage sales life cycle targets.
• The ideal sales pipeline will always be full of a wide variety of account types, company sizes, diversified industries, transactional vs. strategic business and services offered.
•  Engage prospects and customers to present the company s services, always furthering relationships up the value continuum towards the advisory (value added role).
•  Advocate for both the company and the customer, striving to find win-win solutions that expand and further client relationships.
•  Perform regular (daily) visits to qualified prospects and customers, in accordance with Managements directives, to drive the business and grow the company’s revenue, market share and profitability.
•  Build relationships at all levels and represents the company in a professional manner, including making presentations.
•  Conduct quarterly business reviews (QBRs) with clients.
•  Update to customer relationship management (CRM) software and prepare/submit all required reports in an accurate and timely manner.
•  Achieve the annual growth targets (revenue, profit, volume) as defined in the sales planner.
• Must be capable of closing business independently, although management team / corporate support is readily available.
•  Define, develop, and evaluate the marketing strategy, based on the organization's goals, market needs, cost factors and profit margin.
•  Formulate, direct and coordinate marketing activities and policies to promote services.
•  Building a comprehensive database about the markets, competitors and everything related to competitors, their products, prices, and marketing plans.
•  Define new shipping destinations while expanding shipping services.
•  Contact customers, following up and answering all inquiries until sales goals are achieved.
•  Analyze the data collected by Internal Sales team about markets and competitors and present them in the form of results for which appropriate decisions can be taken.
•  Oversee the performance of Internal Sales team, direct them, evaluate their performance, and recommend their training to improve overall performance.
•  Responsible for sales forecasting and strategic planning to ensure profitability, analyze business developments and monitor market trends.
•  Negotiate contracts with sellers/ suppliers and clients.
•  Coordinate and participate in promotional activities and exhibitions whenever necessary.
•  Review sales reports and achieve profitability.
•  Identify, market, qualify, and penetrate new business opportunities from existing and potential customers using territory management skills.
•  Schedule customer appointments with key decision-makers to overcome barriers and identify growth opportunities in the local/ international global market.
•  Educate customers on technology solutions to provide tracking, pricing, and reporting capabilities.
•  Collaborate with Operations to establish standard operating procedures (SOP's) for meeting customer expectations.
•  Plan quarterly business reviews (QBRs) with customers to review business trends and transit performance.
•  Apply sales strategies gained from sales mentoring sessions to identify areas where solutions can be implemented.
•  Identify account decliners and gainers to develop strategies for winning back business and promoting future growth.
• Use state of the art customer relations management software (CRM) to develop strategic plans for customer growth and development.
•  Grow the company's air, ocean freight, transit, import and export and domestic business/services in an assigned territory, in accordance with corporate objectives (gross profit).
•  Demonstrate effective negotiation and closing techniques in securing profitable business across all products and services.
•  Conduct in-depth research on competitors’ products, pricing, and market success to gain insight into customer preference and interests.
•  Gather feedback from customers / prospects and share with the internal teams.
•  Manipulate and manage spreadsheets.
•  Ensure client data variances as reported by the Management are followed up in a timely manner to preempt escalation to the relevant departments.
•  Participating in local and global logistics bids, creates and conducts proposal presentations and RFP/RFQ responses.
•  Co-operate with regional offices and overseas agents in sales solicitation.
•  Actively develop client relationships and be responsible for delivering services that meet the market requirements and offering smart solutions to secure new business.
•  Participate in Monthly Business Review Meetings with key clients.
•  Prepare the weekly / monthly and annually sales statistics reports for the Management.
•  Any other duties as may be assigned from time to time. 

QUALIFICATIONS AND REQUIREMENTS

•  Bachelor’s degree in Sales and Marketing/ Business/ Logistics and/or supply chain management, or equivalent/ Diploma in Sales and Marketing
•  5+ years of related outside sales experience, with a demonstrable book of business and strong shipper relationships in diversified industries.
•  Relevant (functionally specific) job knowledge and experience, including ocean, transit & air freight, both import and export.
•  Experience with ERP system.
•  Proven track record in sales, prospecting and developing accounts.
•  Knowledge of Windows based programs including Excel, Word, PowerPoint, and principals of CMS (Customer Management System) is required.

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JOB PURPOSE :

Responsible for determining competitive pricing strategies to gain market share and achieve revenue goals, analyze data from multiple sources, develop complex pricing models, and collaborate with commercial team to develop sales strategies, analyze competitor pricing, set competitive prices to gain market share and achieve revenue goals, analyze customer data, prepare market share and revenue forecast as well as compare the outcome of different pricing strategies

KEY DUTIES AND RESPONSIBILITIES

•  Receipting and evaluating enquiries from internal and external customers.
•  Liaise with service providers concerning all pricing enquiries.
•  Source and negotiate rates from different service providers.
•  Prepare quotations for customers within the stipulated and agreed timelines.
•  Review new enquiries for potential business opportunities.
•  Follow - up on all the quotations we offer to our customers.
•  Maintain the quotation templates for record.
•  Record keeping - update quotation register with all feedback we get from our customers to help us improve our services.
•  Develop and implement appropriate tactics for the pricing area to achieve agreed target and objectives.
•  Analyze and report on quote status and current rate trends.
•  Assess data from a variety of sources to gain insights into pricing strategies and market trends.
•  Analyze competitor pricing and market trends to increase market share and profitability.
•  Track customer engagement to develop effective pricing strategies for products and offerings.
•  Apply statistical modeling methods to determine the potential impact of pricing strategies on profitability.
•  Recommend pricing strategies that align closely with market trends and identify new market segments.
•  Collaborate with commercial and operations team on developing and implementing competitive pricing strategies.
•  Develop dynamic pricing tools to effectively respond to changing market needs and trends.
•  Ensure that prices and specific programs conform to the organization’s pricing strategy.
•  Document and maintain pricing processes.
•  Review and administer price deviations and exceptions.
•  Guarantee the accuracy of pricing data and ensure precise communication to customers.
•  Work with relevant stakeholders to resolve cost errors.
•  Effect promotional pricing in designated product categories and territories.
•  Responsible for analyzing and reporting on margin and market pricing to identify and capitalize on opportunities.
•  Undertake ad-hoc pricing analysis as required by superiors.
•  Flag expiring rate agreements and contracts and disseminate such information to relevant parties.
•  Any other duties may be assigned from time to time.

QUALIFICATIONS AND REQUIREMENTS

•  2- 3 years’ experience in a similar role.
•  Bachelor’s degree in supply chain management/ mathematics/ Statistics/ Finance/ Economics, or in a related field.
•  Proficiency in business intelligence (BI) software will be an added advantage.
•  In-depth knowledge of statistical methods and data analysis.
•  Knowledge in ERP systems

COMPETENCIES

•  Good analytical skills
•  Prioritization
•  ERP knowledge
•  Problem solving skills
•  Team player
•  Excellent written and oral communication
•  Excellent Ms- Office proficiency/ Advanced Excel including pivot tables
•  Excellent organizational skills
•  Attention/Keen to details
•  Excellent interpersonal skills
•  Time management skills
•  Strong project management skills and ability to work with multiple bids / RFQs
•  Ability to meet deadlines and work under pressure
•  Integrity

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JOB PURPOSE :

To build connections on behalf of the company. To call existing customers and ensure their satisfaction. To attend to any concerns, network within the industry to identify potential customers and organize marketing campaigns.

KEY DUTIES AND RESPONSIBILITIES

•  Build and maintain relationships with clients, customers, and partners through regular communication and engagement activities.
•  Monitor revenue and volume growth.
•  Coordinate customer service review meetings.
•  Ensure proper documentation and respond to inquiries, complaints, and requests from customers in a timely and professional manner.
•  Identify opportunities to cross-sell or upsell products and services to existing clients.
•  Understand customer needs, preferences, and expectations to provide personalized service and support.
•  Promote products and services to clients through effective sales presentations, demonstrations, and discussions.
•  Meet sales targets and performance metrics, such as revenue goals, customer satisfaction ratings, and retention rates.
•  Be up to date on industry trends, market developments, and competitor activities to identify opportunities and challenges.
•  Maintain accurate and organized records of customer interactions, transactions, and sales activities.
•  Participate in training and professional development activities to enhance sales and relationship management skills.
•  Come up with ways for recovering list business.
•  Provide weekly reports of all assignments and issues escalated to the management/ teams.
•  Plan, develop and execute marketing and advertising initiatives.
•  Assist in preparation and renewal of service level agreements for house accounts.
•  Assist in tendering process for house accounts.
•  Identify customers’ concerns and inform relevant team members.
•  Be up to date on all new guidelines and announcements regarding the industry.
•  Maintain and manage complete and accurate customer correspondence data.
•  Guide the team members to deliver customer requirements.
•  Ensure customer satisfaction by maintaining strong working relationships.
•  Identify and develop problem solving methodologies to resolve customer issues.
•  Collaborate with internal teams, including sales, marketing, and operations, to address customer needs and resolve issues.

QUALIFICATIONS AND REQUIREMENTS

• Degree in a relevant field.
• Minimum 2-3 years’ experience in customer relations or a relevant field.

COMPETENCIES/ SKILLS

•  Exceptional customer service skills including active listening,
•  Fluent in English.
•  Professional verbal and written communication.
•  Proficiency in MS Office and any other relevant software.
•  Ability to manage tense situations.
•  Adaptability and accountability.
•  Ability to prioritize tasks and manage time effectively.
•  High level integrity and confidentiality.
•  Relationship management.
•  Sales skills.
•  Customer service skills.
•  Teamwork.
•  Sales target achievement.