Sales Supervisor

Job description / Role

General Responsibilities/ Job overview purpose:

· To deliver volume and revenue targets for imports, exports & cross trades while remaining focused on relationship building.

· To identify customer needs and requirements and potential to prioritise time and effort spent in selling.

· To understand the market, customer and industry.

· To improve customer satisfaction and loyalty.

· Build/create new relationships with potential customers while marinating, developing and following up with current ones.

· Market segmentation following SCL Winning Edge strategy.

· Daily Sales calls.

· To monitor performance against KPI’s and take corrective action where necessary.

· To secure business and develop the right mix of customer/cargo/corridor to fill the ships with the most profitable cargo.

· To retain, up sell from allocated customer portfolio to increase our share.


Specific Responsibilities / Key responsibilities:

· Providing the Country Management a holistic view on marketing, capacity and sales activities.

· To deliver volume and revenue targets for imports, exports & cross trades while remaining focused on relationship building.

· Assist in Setting country sales budgets.

· Develop a sales plan to achieve these budgets.

· Market Segmentation in line with Safmarine Winning Edge Strategy

· Ensure accurate and relevant volume and revenue forecasts are given to T&M in a timely fashion .

· To manage coordination with T&M and ML.

· Developing Sales capabilities in presenting value propositions to our customers.

· To monitor performance against KPI and take corrective action where necessary.

· Ensure tools and processes relevant to sales are adopted and used.

· Ownership of the Customer Satisfaction Survey process.


Detailed responsibilities:

· Sales Pipeline Management and Forecasting

· Deliver agreed Budgets

· Oversee customer satisfaction survey

· Manage Customer Segmentation

· Monitor market and competition activities and to give feedback.

· Maintain relationships with Customer by having regular sales calls.

· Maintain relationships with other SCL sales channels to facilitate best practice sharing and cross trade sales.

· To ensure that sufficient capacity is available for all strings to facilitate sales in meeting budgets.

· Develop local sales support tools and assist in building individual customer strategies, including identification of up-selling opportunities.

· Establish strong, multi-level, win/win relationships with new and existing customers.

· Actively engage Customer Service into the customer relationship to ensure customers know relevant contact points in case of service failures.

· Own the overall customer relationship for existing customers, as well as potential new customers.

· Manage the selling process to external customers, including pricing and contract negotiations.

· Ensure that Salesforce is actively used as part of the daily sales process

· Pro-actively search, engage, qualify and develop new accounts

· Continuously drive to improve customer satisfaction.

· Ensure that relevant sales systems are updated

· To prepare for sales calls in relation to the customer strategy

· To prioritise time and effort spent in selling to the right mix of customers through customer profitability assessment.

· To identify customer needs and requirements, buying criteria and potential to prioritize time and effort spent in selling.

· Actively market the business and SCL brand using customer communication, sales material, e-commerce value proposition and client advisoiries.

· Effectively handover post sales activities to customer service, operations and finance.

· Establish strong multilevel, win/win relationships with customers.

· Seek to continuously improve customer satisfaction by capturing VOC through CSS, improve response rate to CSS and follow up on feedback from CSS.

· Follow up the tendering process with TNM.


Key Performance Measurements:

KPI’s :

· Volumes

· CY

· YOY Growth

PPI’s :

· CSS score

· Customer acquisition

· Sales Force won opportunities

· Quote below authority without approval

· Sales Force usage

Requirements

General Skills:

· Results Oriented

· Market and product knowledge

· Relationship and networking management

· Sales Process management

· Sales Execution

· Strong Business, Market & Customer understanding.

· Decisive, has a sense of urgency and result orientation – thereby delivering objectives and increasing sales performance

· Sales competencies.

· Good team player.

· Strong networking skills and values-based self-conduct.

· Good written & verbal communication skills towards all stakeholders.

· Strong command of the English language.

· Negotiation skills.

· Effective Call management


Technical and Academic skills:

· 4-6 years experience in a related sales role.

· Minimum Bachelor degree in any related field.

· Knowledge of general shipping rules

· Proficiency in Sales Skills


Skill and competencies you should learn in position :

· Contract and commitment capture through Mars.

· Managing master data through SCV

· Improve knowledge on how best to improve SCL profitability by prioritizing the right mix of customers.

· Strong SCL product Knowledge

· E-Learning and blended learning through LMS courses and on the job coaching from managers.


Physical Demands & Work Environment:

· Out of Office, daily Sales visits.


Key Stakeholders/Relationships:

· Cluster & Sales management, Network & Product, Trade & Marketing and Customer service.

About the Company

The A.P. Moller - Maersk Group is a worldwide conglomerate. We operate in some 130 countries and have a workforce of some 108,000 employees. In addition to owning one of the world’s largest shipping companies, we’re involved in a wide range of activities in the energy, logistics, retail and manufacturing industries.

For more than 100 years, our deeply held values have governed the way we deal with our employees, customers, and society in general. Our employees may come from every corner of the world, and we may work in many fields and business areas, yet we all share the same set of basic values.