Specialist Sales Execution

Main Objectives of this position:
To develop, steer and manage the trade activities within the area. Create the “bridge” between Area Sales and Trade Management and provide guidance and focus for the trade to Sales organization. Enable Sales with the focus and priorities of the trade to ensure best sales performance can be achieved. Collect, review and analyse market information and provide suggestions, recommendations and market reports to Trade/ Area Management.

  Qualifications: [R] Required, [P] Preferred

Experience:    5 Years Sales Execution Experience [R], Customer Relationship Management [R], Strategic Account Development [R], Process Management [P]

Education:    Bachelor’s Degree[R], Master’s degree and suitable business experience [P]

PC Skills:     Windows Microsoft office including Word, Excel, Power Point [P]

Other:    Fluency in English (oral and written) [R], Fluent in local languages [P], Presentation Skills
 

Responsibilities & Tasks 

• Sales Execution Manager is in charge of the trade responsibilities and activities of the area. This is accomplished through:
• Developing trade performance (volume/ CL) for the area by putting right focus to Sales organization; provide weekly sales report to Sales highlighting the sales priorities for the trade    
• Perform monthly sales visits to assigned accounts in line with KPI 
• Actively participate in customer visit with assigned Sales Execution and support Sales with trade expertise during negotiations 
• Preparing and maintaining a Customer Profile for assigned Customers and monitoring CL/ Volume performance 
• Establish pricing guidelines in conjunction with Trade Management and communicate to Sales 
• Develop pricing models for the trade and monitor the performance (Tier concept) 
• Obtain market feedback from customers and sales and pro-actively communicate trends, suggestions and pricing approach to Vertical Lead/Trade/ Area Management  /Steering for consideration
• Provide weekly and ad-hoc market reports for the trade to Vertical Lead. 
• Monitor trade/ customer performance and pro-actively communicate non-performance with respective Sales for follow-up with customers 
• Closely monitor competition activities and analyze pro/con factors for HL, make recommendations to Trade/ Area Management for adjustments of HL position 

• Monitor the segmentation of the trade and ensure developments are in line with Trade Management targets 

  Relevant Business Tasks for Sales Execution 

• Security roles belonging to the business task Sales Execution can be found in the FIS 2 screen H5090

• QEM

• Commitment to Hapag-Lloyd’s QEM system (ISO 9001/14001) its policies and procedures.

• To perform all functions with attention to satisfying our customers’ requirements.

• To constructively solve & prevent the recurrence of service failures/customer complaints   .

• To raise a Process Exception Advice (PEA) when process failures occur or customers notify service failures.

• To use data and fact when solving and preventing problems.

• To put forth and encourage ideas focused on improving work processes.

• To maintain an approach to doing business that is focused on teamwork and the mutual respect of fellow employees.

• To respond to all e-mails in a timely manner and take appropriate action

• Maintain up to date sales manual to enhance the level of service provided to external and internal customers. 

• Promote work process simplification initiatives and participate in Process Working