External Sales Representative

Job description / Role

Responsible for generation of new business, increasing the share of wallet with the existing customers and implementation of the sales processes for a designated customer group.

Responsible for providing UASC’s service to the assigned customers with the direction of the Agency External Sales Team Leader/Commercial Manager, in accordance with the agreed country sales and marketing plans and UASC objectives. Ensures that excellent customer service is provided in order to maintain and increase levels of customer support while maintaining customer retention.

KEY ACCOUNTABILITIES:
- Agree with the External Sales Team Leader the budgets/targets – volume/revenue/contribution – split as required by trade etc., including e-commerce targets, for the accounts for which the sales representative is responsible
- Produce reports as required on performance vs budgets/targets, review with the External Sales Team Leader, and agree/implement further action as necessary
- Coordinate sales activities with the appropriate overseas sales team maximizing information exchanges, best practice sharing, sourcing of additional leads and leveraging of cross trade business opportunities
- Organize own weekly call plan
- Execute sales calls – follow up action as required, including 360 reporting, information to sales support/customer services to follow up action on quotes/bookings etc.; pro-active communication to cluster/other countries/agencies if needed
- Review outcome and diarise for further steps
- Take ad hoc action with nominated accounts as needed – e.g. addressing support levels for individual voyages
- Refer requirements for non-tariff prices to the sales support team, and follow up with customers on quotes provided
- Where a nominated customer has tender business in which UASC wishes to participate, act as the communication channel in respect of issued tenders between the customer, the UASC tender team, and other internal management as required, to achieve the desired outcome for UASC.
- Contribute to the improvement of sales productivity and to the optimization and maximization of the volumes, and contribution/yield.
- Carry out all necessary duties to ensure target results set by the Commercial Manager and External Sales Team Leader are met, sourcing new leads and ensuring fulfilment of customers' requirements to guarantee customer satisfaction.
- Provide input, as required, and as part of periodical reports or sales team meetings for the sales strategy, reporting activities and performance of the agency sales organization.
- Obtain general market intelligence on markets, commodities, trade/economic activity, competitors’ activities etc., both to increase own sales’ effectiveness, and to pass to the sales support team, for consolidation and passing to Agency Management/Cluster/HQ as appropriate

Requirements

- Bachelor's Degree or adequate education preferable
- Education in sales/marketing is an asset
- Relevant experience (preferably more than 1 year) in selling services to customers in shipping or logistics/transportation industry

Job-Specific Skills:
- Customer service orientation
- Understanding of liner shipping business environment and customer segments/commodities/industries

Competencies:
- Sales and service capabilities
- Communication and interpersonal skills
- Product knowledge
- Computer/MS skills

About the Company

United Arab Shipping Company was established in July 1976; jointly by the six shareholding states from the Arabian Gulf (Bahrain, Iraq, Kuwait, Qatar, Saudi Arabia and U.A.E). The head office is located in the State of Kuwait.

As the National line of the Arabian Gulf states, UASC\\'s primary mission is to serve the shipping needs of the Arabian Gulf region

UASC also aims to expand into global trades, where commercially feasible, to strengthen our operations and provide a wider service network to our customers.

UASC is one of the largest ocean carrier of dry cargo to the Middle East. UASC has assumed this position on merit as a carrier providing first class service to its customers, which has been maintained, despite ups and downs, in the market.