Generate profitable business for ZIM by managing assigned customer accounts, developing new leads, identifying growth opportunities, and increasing sales of shipping services, particularly special cargo. Responsibilities include needs analysis, solution design, negotiations, presentations, account planning, forecasting, KPI reporting, market and competitor analysis, and cross-functional collaboration. The role is fully remote but requires physical residence in Dallas, Texas, with ongoing customer contact and visits.
Description
Although this position will report to the Gulf Branch office (in Houston) - this is a 100% remote position, and the selected candidate must be physically domiciled in Dallas, Texas!
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. Focus on special cargo (out-of-gauge, dangerous cargo).
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
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)
***Must be physically located in Dallas
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