What are the responsibilities and job description for the Account Executive position at ZIM Integrated Shipping Services?
Main Purpose of the Role:
Generate profitable business for ZIM with a given portfolio of customers. Identify areas of growth and potential opportunities, constantly work to increase sales in designated areas of responsibility, and manage the defined sales process for assigned customers and prospects.
Main Tasks:
Manage the sales process with potential and existing customers to maximize short and long term results
Build, maintain and manage relationships with customers in the assigned portfolio
Handle the sales process with customers by performing needs analysis, designing solutions and negotiating deals
Identify and pursue opportunities for cross-sell and up-sell to existing customers
Maintain direct contact (face-to-face) with customers on an ongoing basis according to visit plan
Identify potential customer issues and solve them in collaboration with the sales team
Deliver all sales presentations to key customers
Qualify customers' sales potential and plan activities to increase share of wallet
Identify and develop leads and new customers
Evaluate activities and products of the competition and compare them with ZIM’s products
Review market analysis to determine customer needs, contract terms and rates
Analyze relevant customers for targeted sales campaigns and build a work plan to increase sales
Communicate closely with trade and cross-functional teams on market intelligence, service updates, customer challenges and opportunities
Follow and use sales best practice and tools
Develop strategic and tactic sales plans to accommodate personal and corporate goals
Build account plans for customers including: Account's short and medium term forecast, growth potential, needs assessment, proposed steps for growth
Monitor and report sales goals/targets/KPIs in line with company’s objectives
Forecast sales activities and set personal/company goals accordingly
Requirements:
Academic education: Economics/ Business Management/ Marketing/ Logistics/ International Negotiation - preferred
Minimum 3 years of proven experience in sales or marketing position in FFW/ NVOCC/ shipping.
Sales Account Management Experience - Preferred
Working experience in a local FFW/ global company/ shipping industry - preferred
Proficient in MS Office
Excellent control of country’s local language. Good control of English language (Speaking, reading and writing)
Generate profitable business for ZIM with a given portfolio of customers. Identify areas of growth and potential opportunities, constantly work to increase sales in designated areas of responsibility, and manage the defined sales process for assigned customers and prospects.
Main Tasks:
Manage the sales process with potential and existing customers to maximize short and long term results
Build, maintain and manage relationships with customers in the assigned portfolio
Handle the sales process with customers by performing needs analysis, designing solutions and negotiating deals
Identify and pursue opportunities for cross-sell and up-sell to existing customers
Maintain direct contact (face-to-face) with customers on an ongoing basis according to visit plan
Identify potential customer issues and solve them in collaboration with the sales team
Deliver all sales presentations to key customers
Qualify customers' sales potential and plan activities to increase share of wallet
Identify and develop leads and new customers
Evaluate activities and products of the competition and compare them with ZIM’s products
Review market analysis to determine customer needs, contract terms and rates
Analyze relevant customers for targeted sales campaigns and build a work plan to increase sales
Communicate closely with trade and cross-functional teams on market intelligence, service updates, customer challenges and opportunities
Follow and use sales best practice and tools
Develop strategic and tactic sales plans to accommodate personal and corporate goals
Build account plans for customers including: Account's short and medium term forecast, growth potential, needs assessment, proposed steps for growth
Monitor and report sales goals/targets/KPIs in line with company’s objectives
Forecast sales activities and set personal/company goals accordingly
Requirements:
Academic education: Economics/ Business Management/ Marketing/ Logistics/ International Negotiation - preferred
Minimum 3 years of proven experience in sales or marketing position in FFW/ NVOCC/ shipping.
Sales Account Management Experience - Preferred
Working experience in a local FFW/ global company/ shipping industry - preferred
Proficient in MS Office
Excellent control of country’s local language. Good control of English language (Speaking, reading and writing)