客户经理 - 达拉斯
Account Executive - Dallas
职位描述
虽然该职位将向休斯顿的海湾分公司汇报，但这是一个100%远程的工作，被选中的候选人必须在德克萨斯州达拉斯有实际居住地！
职位主要职责：
在给定的客户组合中为ZIM创造盈利业务。识别增长领域和潜在机会，持续努力提高责任区域的销售额，并管理指定客户和潜在客户的销售流程。专注于特殊货物（超限货物、危险货物）。
主要任务：
- 与潜在和现有客户管理销售流程，以实现短期和长期结果的最大化
- 建立、维护并管理所负责客户组合的关系
- 通过需求分析、设计解决方案和谈判交易来处理客户的销售流程
- 识别并追求对现有客户的交叉销售和升级销售机会
- 根据访问计划与客户保持持续的直接联系（面对面）
- 与销售团队合作，识别潜在客户问题并加以解决
- 向关键客户进行所有销售演示
- 评估客户的销售潜力并制定活动计划以增加客户支出份额
- 识别并开发潜在客户和新客户
- 评估竞争对手的活动和产品，并与ZIM的产品进行比较
- 审阅市场分析以确定客户需求、合同条款和费率
- 分析相关客户以制定针对性的销售活动并建立工作计划以提高销售额
- 与贸易和跨职能团队密切沟通市场情报、服务更新、客户挑战和机会
- 遵循并使用销售最佳实践和工具
- 制定战略和战术销售计划以满足个人和公司目标
- 为客户建立账户计划，包括：账户的短期和中期预测、增长潜力、需求评估、增长建议步骤
- 按照公司的目标监控和报告销售目标/指标/KPI
- 预测销售活动并据此设定个人/公司目标
- 任职要求
- 学历：经济学/工商管理/市场营销/物流/国际贸易 - 优先考虑
- 至少3年在FFW/NVOCC/航运行业的销售或市场职位的可证明经验
- 销售账户管理经验 - 优先考虑
- 在本地FFW/全球公司的工作经验
查看英文原文
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
Requirements
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
Originally posted on Himalayas