E-Commerce Sales Manager
Maersk深圳市Update time: September 16,2019
Job Description
The Maersk eCommerce Sales Manager is a commercial to grow Maersk eCommerce solutions and our Nansha Joint Venture platform.
The purpose of the role is to drive new business growth across the supply chain including logistics and ocean solutions.
Focus will be on winning and growing clients (both local brands and international brands) with decision making located in China, Hong Kong, Macao & Taiwan.
The eCommerce Sales Manager will be expected to build a strong and healthy sales pipeline, and collaborate with internal teams to boost sales performance and win profitable solution clients. Using global strategic sales processes, timelines and tools to support RFQ preparation and response, solution design, value proposition development and client presentations will be the main focus.
We offer
Key responsibilities
- Accountable for delivery of the Actual CM1 New Business targets from Maersk GCA in the specific Vertical (Retail, Apparel, FMCG Vertical) to achieve increased revenue and margin growth in the eCommerce sector.
- Primarily looking for opportunities by leveraging with Maersk eCommerce team, and using our Nansha JV platform
- Accountable managing a robust sales pipeline.
- Responsible for target customers’ RFQ preparation and responses, solution design, value propositions, client presentations, gathering Maersk capability information (case studies/references), maintaining information on what we do globally for clients today, and providing input on client requirements with unique solution proposals.
- Accountable for developing customer relationships with senior decision-makers and introducing them to key Maersk executives through well-planned and coordinated customer events and QBRs or other means. Able to demonstrate quantitatively how Maersk can bring customers’ strategies to life, while detailing specific qualitative competitive advantages of working with Maersk.
- Responsible for ensuring the sales pipeline is updated properly with high data quality in SFDC to ensure accurate reporting and analytics. Able to support and materialize sales leads from overseas sales and further develop for GCA profit.
- Accountable to make and drive key contributions in the process of developing and signing-off annual sales budgets, objectives and training needs to meet targets in CM1, Conversion, Hit rate and support level.
- Accountable for ensuring that customized customer solutions are fully-scoped, with robust pre- and post-sales engagements and commitment from internal pursuit team members, enabling flawless execution of the sold value proposition. All contracts and agreements for each customer solution to be vetted and authorised by all respective signatories from both internal and external parties, in line with Maersk corporate guidelines, policies, procedures and ethics.
- Accountable for the implementation and compliance of all relevant commercial ‘ways of working’ blueprints and all associated tools, including (where relevant) Account Management plans and Pursuit Plans, to continuously drive results from Existing and New Solutions Customers
- Accountable for supporting the resolution of reported Solution customer issues, including interventions with customers to resolve escalated issues.
- Accountable for also ensuring commitments to volumes are met (with proactive interventions in the event of deviation from agreements, and renegotiations thereafter, where necessary).
- Encouraged to build and leverage external network to bring increased awareness about Maersk’s global brand and specific capabilities in local markets, with a key focus on our global network and customer support.
- Accountable for ensuring that IOP/SOP’s / contracts / agreements for all customers within the Solutions portfolio are comprehensively documented, maintained and appropriately communicated to all relevant internal and external parties.
We are looking for
- 5 years + in a customer facing sales role, within the logistics industry
- Proven track record of selling eCommerce in China market, no matter import or export
- A good understanding of logistics and forwarding products, solutions and terminology, in the local market
- Proven track record of targeting, pursuing and winning opportunities, through both personal and collaborative selling efforts.
- Proven track record in a matrix, multi cultural organisation, building strong relationships and networks both locally and internationally.
- Developed communication, persuasiveness, influencing andnegotiation skills
- Has strong needs evolution and questioning skills
- Demonstrable ability to handle most common customer objections
- Self Motivated and performance driven
- Fluency in English and local languages
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