Commercial Sector Manager at People Matters

JOB OBJECTIVE
Commercially support the Six Business Units of the organization while creating and executing Trade Lane and Sector Focus Commercial strategies for the company based on the USPs and core competencies of the organization

MAIN ACCOUNTABILITIES
OPERATIONAL RESPONSIBILITIES

 

•  Support the organisations six Business Unit Managers (BUMs) facing customers.
•  Ensure that key account activities for A & B customers are aligned with the agreed KPIs (reports sent on time and to quality by the Operations).
•  Deliver the sales targets by maintaining a healthy pipeline, good contractual performance and proactive thinking.
•  Plan and manage accounts.
•  Explore opportunities with existing customers to increase business with the customer.
•  Ensure all the business units work in a synchronised way rather than in isolation to ensure seamless service delivery to customers when more than one business unit is involved on a project.
•  Monitor the performance of BUs especially when more than one business unit is involved in a project. Anomalies are to be escalated immediately.
•  Drive joint customer meetings with strategic A & B customers to ensure our client moves from a transactional level provider to a strategic level provider to the customer.
•  Propose and participate in strategic meetings with all clients.
•  Ensure that all overseas and local RFI / RFP/ RFQ are sent on time by Sales Support while on the other hand, Sales Support gets the required support from respective BUs to put the pricing together.
•  Monitor the performance of Sales Support in the timely generation of all quotations. Any anomalies to be escalated immediately.
•  Customer Implementation to ensure proper operational handover and implementation to meet customers expectations (SLA & SOPs).
•  Coordinate with BU on customer enquiries, business reviews & account planning.
•  Work collaboratively with overseas offices and actively engage in sales lead generation process (incoming and outgoing) for business growth.
•  Ensure recovery of profit share from origin stations on shipments.
•  Manage relationship with key customers as customer point of contact at country level.
•  Win, retain and develop strategic customers.
•  Coordinate with BUMs on account planning, customer enquiries, relationship reviews.
•  Gather customers and market information to update BUs on product and current trends.
•  Support finance in the control of credit and collections.
•  Any further role/responsibility that may be assigned in addition to any primary role from time to time based on new initiatives launched by the Senior Management Team.

PERFORMANCE MANAGEMENT RESPONSIBILITIES

 

•  16 face to face customer visits per week.
•  Ensure healthy pipeline for new and existing businesses to support the Bus.
•  Ensure Monthly Conference calls with key partner countries to develop trade lane.
•  Ensure that all Tenders and RFQs are responded in a timely way and to expected standard of quality.

STRATEGIC RESPONSIBILITIES

 

•  Support the organization in its commercial endeavour to gain new customers, service existing customers and grow business to achieve set budgets and targets.
•  Liaise with external stakeholders e.g. overseas partners and government agencies.

KEY PERFORMANCE INDICATOR

 

•  Monthly Management Report for Commercial function.
•  Reduce churn rate and increase business volumes.
•  Joint management with finance on outstanding with customers as per agreed terms and limits.
•  Supporting BUMs in conducting customer review and survey reports.
•  Marketing activities for BUs and new service offerings from time to time.

WORKING RELATIONSHIPS

 

•  Internal-Everyone
•  External- Customers and oversea network partners

JOB SPECIFICATION
EDUCATION QUALIFICATION

 

•  Post Graduate / MBA (Sales/Marketing Major)

PROFESSIONAL QUALIFICATION

 

•  Any relevant professional qualification/certification.
•  Knowledge of international shipping terms.

WORK EXPERIENCE

 

•  5 years industry experience

TECHNICAL COMPETENCIES

 

•  Basic IT System Skills- PowerPoint, Word & Excel.
•  Knowledge of Incoterms.
•  Support new customer implementation planning.

MANAGERIAL COMPETENCIES

 

•  Teamwork
•  Creativity
•  Integrity
•  Problem Analysis
•  Process Improvement

BEHAVIOURAL COMPETENCIES

 

•  High Energy Level
•  Aggressive, forceful and persuasive
•  Good verbal and written communication
•  Leadership
•  Organisational Awareness & Industry knowledge
•  Customer Orientation
•  Attention to detail
•  Strong organizational skills with an ability to multitask
•  Confident, friendly & approachable
•  Ability to work well under pressure and adaptive to change

WORK ENVIRONMENT

•  Work Hours -8am-5pm
•  Work Cycle-Monday-Friday