NEW BUSINESS SALES EXECUTIVE FOR CLEARING & FORWARDING INDUSTRY ***WITH PROVEN TRACK RECORD

SUMMARY:
NEW BUSINESS SALES EXECUTIVE FOR CLEARING & FORWARDING INDUSTRY

POSITION INFO:

OVERALL PURPOSE OF THE JOB

The purpose of this job is to contribute to the success of the business by effectively initiating and driving incremental sales in a professional, value adding and customer focused manner by:

• Contributing towards gross profit budgets
• Increasing gross profit and volumes to achieve economies of scale and service reliability
• Representing our Client in line with our Client values and ethics
• Partnering with and provide accurate and timely information that ensures process and administration efficiencies
• Ensuring our value proposition is matched with the client’s expectations and service commitments are defined and agreed prior to implementation.
• Partnering with the Toll network to increase gross profit and volume in key trade lanes
  • This is achieved by delivering performance in the following 5 key result areas (KRAs):
  • Strategy and Capability
  • Growth and Innovation
  • Operational Excellence
  • Maximizing Profitability and Return on Capital
  • Putting the Customer First

PRIMARY DUTIES & RESPONSIBILITIES

These KRAs are achieved when undertaking the following activities:

Target Client List:

• Analyzing and identifying target clients based on our Client’s Global Sales Strategy, using the following demographics: annual turnover, Industry segment, key trade lanes, proven system connectivity, growth mode, senior management relationships.
• our Client’s Offering & Industry Knowledge:
• Provide ongoing market feedback and evidence of competitor pricing to ensure ongoing competitive pricing
• Provide market feedback on product offering and solution design to develop our Client’s offering to stay ahead of the market
• Meet regularly with Line Management to review Sales Pipeline and Opportunities and identify where our Client’s Offering and Value-Added Services, can be promoted
• Ensure a solid understanding of:
• SWOT analysis of key competitors and where our Client can present a competitive advantage
• Key competitors’ overseas partners in key trade lanes
• Changes in legislation which impact on the industry
• Service options and pricing in key trade lanes
• Our end to end value proposition to include upstream Value-Added services and downstream capabilities
• Individual New Business Development:
• Ensure 10 client visits per week occur and reported using our Global CRM system
• Maintain a personal Sales Pipeline Value and Segmentation of < ? >
• Achieve a Hit Rate of 25%
• Actively question and generate 4 x Sales Leads per month for the/our Client network
• Convert client’s leads to GP in line with agreed objectives
• Increment and maximize new business opportunity to their full potential by gaining all trade lanes and extending 3PL services.
• Develop the agreed product mix between Ocean, Air and Other (if applicable)
• Deliver new business GP in line with personal targets set, aligned with the global standard of 2.5x Return on Cost

Health & Safety:

Follow Rules

• Learn the Rules to Live By (RTLB) and safe work procedures that apply to the job
• Follow rules and use the right procedure for the job, stop the job if unsure and ask for help
• Identify impractical procedures, and suggest improvements

Speak Up

• Ask questions to check understanding
• Report incidents, near-misses or unsafe acts & conditions promptly
• Express any safety concerns to Manager or Health and Safety team
• Immediately challenge any unsafe behavior, Be Mindful
• Stay alert to hazards and changed conditions
• Stop and ask ''''what could go wrong?''''
• Take time to plan how to do the job safely
• Take fast action to let others know of hazards and changed conditions Get Involved
• Encourage others to work safely
• Contribute to team safety discussions and meetings
• Contribute to incident investigations
• Share own safety knowledge with others

SKILLS ESSENTIAL TO THE JOB

1. Develops Sales Leads

2. Qualifies Prospects with Standard Probes

3. Makes Persuasive Presentations

4. Commits Time and Effort to Ensure Success

5. Maximizes Results by Partnering As A Customer Advocate

6. Adapts Approach to Different Buying Audiences

7. Develops Comprehensive Product Knowledge to Be a Credible Resource

8. Adapts Approach to Different Buying Audiences