Maersk Line recruits 01 Field Based Sales Executive

Field Based Sales Executive

Ghana

Tema

Local

Commercial/Sales/Business Development

Last application date: 20/6/2019

This position calls for a passionate sales person to own and develop his/her allocated customers, deliver volume and yield targets while remaining focused on relationship with customer portfolio, manage sales pipeline, segmentation, and accurate forecasting and monitor performance against KPI and take corrective action where necessary

We offer

• Results orientation

• “Hunting” sales skills

• Best practice sales processes (e.g., account planning, contract negotiations)

• Strong customer knowledge

• Good market and product knowledge

• Value selling – The Essentials

Key responsibilities

Account Management

• Be proactive and assertive

• Strong drive to develop new businesses, including new customers or existing opportunities

• Develop customer value propositions for all appropriate business opportunities, sales to distinguish market presence by effectively probing and identifying needs to assist customers

• Customer relationship management

• Schedule and execute customer meetings

• Clearly mapping stakeholders and understanding their needs

Yield Management – Including D&D

• Create and manage specific customer plans allowing Maersk Line to maximize its yield potential

• Provide free time and demurrage/detention waivers within delegated mandates and only as/when required

• Keep abreast of market developments and report relevant information to TNM and Sales/commercial Manager

• Proactively assist Finance and Customer Service in clearing outstanding invoices and longstanding containers respectively

Value Selling through Pipeline Management

• Use Market Mapping to identify total potential volume for the customer

• Qualify customer opportunities using:

• Uncovering needs framework, understanding the buying phases

• Using and understanding the Value Selling methodology

• Build strong customer specific value propositions linking Maersk differentiators to customer’s pains/needs

• Actively use Maersk CRM tool

Sales Meetings/Activity Management

• Prepare for Sales meetings with clear agenda and desired outcomes in the CRM tool

• Follow the Value Selling principles

• Always send out confirmation letter to customer after the sales meetings

We are looking for

• A keen ability to develop winning customer value propositions

• Ability to sell end to end service. (Inlands/ Value Added Services)

• Leverages internal and external market data to build winning strategies and understand account economics

• Builds and executes winning account strategies

• Builds strong and lasting relationships at all levels, focusing on decision makers and influencers

• Builds and maintains a strong network of customers

• Thoroughly understands customer drivers, needs and requirements

• Has a thorough knowledge about Maersk products, markets and industry trends

• Excellent inter personal, presentation and communication skills in English