Sales Manager
Position Circumstances
- Career Category: Sales / Marketing, Exec. / Management, Community Development
- Schedule:Full-time
- Salary: N/A
Job Purpose Statement: This position requires enhancing and enabling profitable business retention and new business within the country in cooperation with network and their teams. Promoting country to networks and company branding in the market. Alignment with country product solution management and other corporate functions, regions and corporate head office.
Duties & Responsibilities:
- Strategy & Steering
- Define country sales strategies (in line with and based on respective Geo’s and Products’ strategies)
- Ensure sales forecasting, planning, and budgeting processes (on customer level; overall GP forecasting / budgeting is responsibility of Product and Geo, supported by Sales)
- Engage with Geo and Product to define GP targets and performance KPIs for salespersons and customers on respective organizational level (global, regional, country)
- On global level: Ensure provision and continuous improvement of binding guidelines and standards on sales-related structures and processes (e.g. definition and enforcement of CRM governance, strategic sales planning, sales channels, sales organization, sales reporting, opportunity management, quota setting and management, sales training, sales compensation design and administration, recruiting and selection of sales force talent)
- Ensure adherence with and regional/local adjustment of globally binding guidelines and standards on sales-related structures and processes
- Facilitate successful implementation of new sales programs through the sales organization
- Ensure invigoration of HWL’s value proposition in the market (e.g. by ensuring provision of sales collateral and tools that deliver a consistent message in the market)
- Leadership in the matrix
- Foster collaboration between Geos/General Management, Products, Sales and Supporting functions (“matrix mindset”)
- Decide jointly with Country MD on HR matters (e.g. hiring/ termination, target setting, performance appraisals)
- Provide functional direction/guidance on Sales matters and define functional development (e.g. training)
- Act as escalation level and support conflict resolution for conflicts/stalemates between Sales and Geo/Products/Supporting Function responsibles on lower organizational level
- Define succession/replacement, recruiting and personnel development needs for disciplinary direct reports and coordinate with HR
- Product Development & Pricing
- Ensure Sales’ support for Products in definition of HWL products/service offerings and corresponding pricing (e.g. identify market/customer needs, collect lessons learned regarding product development and pricing from customers, steer development of cross product industry solutions)
- Customer acquisition & implementation
- Ensure acquisition of new customers and enhancement of existing customer relationships with the goal to retain and expand HWL business
- Ensure generation of tender/standard sales leads
- Build and maintain strong, long-lasting relationships with selected key accounts and support sales teams on key client interactions
- Ensure appropriate negotiation strategy for tenders/standard sales opportunities within boundaries provided by product
- Ensure coordination of cross-product tenders (on global level: coordination support by Global OMT also for selected single-product tenders, in alignment with product)
- Support Global Key Account Management activities
- Ensure customer contract negotiation within commercial parameters defined by Product and in close alignment with Products and Geos
- Ensure renegotiation of prices with customers if necessary (triggered by Product; within boundaries given by product)
- Steer marketing activities (brand mgmt., fairs & event mgmt. etc.)
- System enhancement
- Identify IT-improvement/Digital solutions need in sales-related technologies and systems
- Excellent interpersonal skills, “sales talent”
- Strong communication and presentation skills
- Good listening and moderation skills
- Excellent command of spoken and written English
- Good team player, effective in building good relationship with the people and teams he / she will be working with
- Minimum 5 years of relevant sales experience in international freight forwarding / logistics industry
- Minimum 3 years of leadership experience
Sales Supervisor
Position Circumstances
- Career Category: Sales / Marketing, Exec. / Management
- Schedule:Full-time
- Salary: N/A
Job Purpose Statement: This position requires managing profitable margin and increase volume of sales business.
Duties & Responsibilities:
- Business development & margin Steering
- Making call to target customers and face to face meeting
- Winning new customers in line with Geography and products strategies.
- To be in charge of generating GP.
- Updating sales report and monitoring country Sales KPIs in / out systems (Opportunities, pipeline, sales lead, sales calls...etc)
- Maintaining company core values and DNA.
- Participating in strategic sales planning
- All other matters as directed by country head.
- System enhancement
- Identify IT-improvement/Digital solutions need in sales-related technologies and systems
- Dynamic, open minded
- Result-oriented, independent
- Highly motivated and disciplined
- Strong passion for business development
- Good skill in presentation and negotiation
- Able to speak and write English well
- Computer literature
- At least 2 years experience in sales
- Experience in freight forwarding/ logistics and shipping in strongly encouraged to apply
