Supervisor, Sales Execution at Hapag-Lloyd AG

Supervisor, Sales Execution

This role is responsible for:

• Developing budget within designated territory
• Soliciting potential customers; developing existing customers; servicing and maintaining all accounts within assigned territory
• Evaluating customer potential and conduct MR sales planning
• Developing a sales pipeline to align to company aspirations and optimize vessel utilization in view of volume and profitability.
• Developing account plans (pursuit plans)
• Logging appointments, client contact in CRM
• 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.
• Managing and growing portfolio of customers and opportunities
• Covering MR and GEO from Customers (push –pull) as defined in areas sales steering concept.
• Focusing on medium and large account
• Dealing directly with customers to develop, secure and maintain most profitable business.
• Conducting sales planning and performance management as defined in enhanced sales process including account planning: regular/ GAM NVO GAM/ BCO
• Approaching customer through specified sales channels
• Serving as specialist e.g., reefer, commodity, import etc.
• Preparing and conducting visits, report and follow up on visits.
• Concluding contracts for MR customers (proposal, negotiations and closing)
• Recording commitments (tender tracking / commercial)
• Driving CU business for foreign MR’s and adhere to push pull process.
• Selectively engaging in TM discussions on important matters e.g., tender guidance and negotiations, special commodity market rates etc.
• Providing feedback on 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 Management 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.

Technical Competencies

• Minimum 7 years’ experience in a commercial role, preferably in the maritime sector
• Communication Skills
• Active knowledge of market, maritime documents and commercial terms
• Active knowledge of sales techniques
• Active knowledge of English “maritime” language
• Active knowledge of MS Office

Qualifications and skills

• A bachelor's degree (or foreign equivalent) in social science(s).
• A professional certification will be an added advantage.