APM Terminals is an international container terminal operating company headquartered in The Hague, Netherlands. It is one of the world's largest port and terminal operators as well as providing cargo support and container Inland Services, and is the largest port and terminal operating company in terms of overall geographic scope operating a Global Terminal N...
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The KCM will develop relationships with senior stakeholders and facilitate the building of effective solutions to help resolve customer logistics pain points.
This will help to enable revenue growth, retention, and customer satisfaction, to achieve the assigned sales, volume, and financial targets.
KEY RESPONSIBILITIES:
Consistently meet or surpass assigned volume and revenue targets (weekly, monthly, yearly) and build a substantial Sales pipeline for customers’ portfolio.
Act as the focal client contact, identify clients’ business strategies and objectives, logistics and transportation needs and buying criteria to develop and articulate value-based solutions to address their needs.
Develop deep and senior relationships with assigned clients and take every opportunity to probe for business opportunities. Utilize the senior-client contact relationship to open doors and support the account-development process.
Collaborate with internal stakeholders to provide first-class service to further increase customer satisfaction and loyalty.
Actively use Salesforce.com and be a role model for Nigeria commercial team.
Negotiate commercial terms within delegated mandate.
Fully master and actively use the Value Based Selling methodology.
Track and analyse market development to identify gaps and potential new clients.
Study and leverage internal and external financial data to build winning strategies.
Communicate closely and proactively with management, provide strong support to all development initiatives, policies, processes, and guidelines.
Position APM Terminals as the preferred terminal with clients.
Keep abreast of market developments and report relevant as necessary
Proactively assist Finance and Customer Service in clearing outstanding invoices and longstanding containers respectively
Use Market Mapping to identify total potential volume for the customer
Uncover needs framework, understanding the buying phases
Build strong customer specific value propositions linking APM Terminals differentiators to customer’s pains/needs
Prepare for Sales meetings with clear agenda and desired outcomes in salesforce.com
Support commercial and customer services teams in improving overall customer satisfaction scores
Assisting commercial and customer services team in developing effective sales and commercial collateral, including customer onboarding materials.
CRITICAL KNOWLEDGE AND EXPERIENCE
Bachelor/master’s degree holder from a reputable institution.
Fluent spoken and written English
Minimum 7 years’ relevant sales experience with 3 years’ proven track record in major client management (Business to Business)
Excellent commercial acumen
Passionate, strong initiative, self-driven with commitment to succeed.
Salesforce.com certification
Value Based Selling certification
Relevant experience in Maritime/transportation/Logistics Industry is a plus
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