Job Description

About ZIM

In the fast-changing shipping world, ZIM Integrated Shipping Services has set itself apart as an independent carrier with a fresh, unique approach.

ZIM’s strategy as a global niche carrier offers distinctive advantages to customers worldwide. We have created a smart, efficient network that ensures stable, reliable services; and we have made it our mission to focus on the needs of our customers, which stand at the heart of all our decisions.

We make the most of our flexibility and creativity to provide premium services and solutions adapted to our customers’ evolving needs. Our professionalism is built on decades of experience and skill, and a history as trailblazers in the container shipping business.

At ZIM, we’re all about our people, and our people are all about the Z-Factor.

The Z-Factor is that special ingredient found inside all ZIMmers, no matter their role or title. It’s what gives our assets extra pizazz and makes our customers choose us again and again. It can’t always be described in words - but you can feel it’s there, always at your service.

It’s the spirit of innovation, it’s the can-do approach, it’s agility in thought and action, it’s the personal touch with both employees and customers.

Get ready to experience the Z-Factor for yourself.

We are looking for a Field Sales Executive in Mexico City to generate new leads, convert leads to customers, meet sales goals, build strong customer relationships, understand customer needs, and communicate them to the operations team so that together we can provide excellent and agile service.

Main Purpose of the Role:

Responsible for analyzing and optimizing ZIM’s sales processes to enhance efficiency and maximize yield. The position focuses on identifying bottlenecks, implementing process and system improvements, and ensuring operational and sales excellence across teams. It supports data-driven decision-making through performance analysis and continuous process optimization, contributing to the achievement of business objectives and overall commercial effectiveness.

Main Responsibilities:

This job description reflects management's assignment of essential functions; nothing in this herein restricts management's right to assign or reassign duties and responsibilities to this job at any time.

• L2A Specialist: Develop full system expertise and mastery of AO and SC processes end-to-end. Provide proper onboarding and reinforce best practices. Understand how each step connects within the sales process and highlight how mistakes can create downstream issues.
• ZRM Management: Ensure data quality and accuracy across CRM. Manage the CUCC life cycle, monitor pipeline performance, and validate links to L2A quotations and TLI materialization. Ensure consistent CRM usage and provide actionable insights.
• CUCC Life Cycle: Manage CUCC creation, assignment, deactivation, consolidation, and hierarchy. Ensure data accuracy, prevent duplicates, align territories, identify NAC CUCCs, and correct CUCC payer links with Finance.
• CP Correctors: Understand CP process logic and ensure accuracy. Verify BLs credit the correct country. Manage CP correctors with Haifa and identify unassigned bookings, assigning them to the correct MX AO or notifying the controlling country.
• AO Scorecard: Understand the logic and impact of each variable in the AO Scorecard, including portfolio management, portfolio mix, sales targets, and NOR. Identify areas for improvement and propose action plans to address root causes.
• Sales Targets: Analyze past performance and market trends to set AO targets in coordination with specialists and leadership. Manage Planalyzer assignments, monitor compliance, coordinate adjustments with BUs, and ensure accurate ZIMCentive bonus allocation.
• KPI Management: Prepare and improve sales presentations. Manage ZIMPulse KPIs, including sales targets and AO Scorecard metrics. Interpret results, identify gaps, and propose action plans to address root causes.

L2A Specialist:

• % of AOs and SC processes mastered by team members.

• Number of onboarding sessions delivered and best practices reinforced.

• % reduction in downstream process issues caused by mistakes in L2A workflows.

ZRM Management & CUCC Life Cycle:

• CRM data accuracy rate (%).

• % of correctly linked L2A quotations to TLI materialization.

• Number of CUCC lifecycle activities completed on time (creation, assignment, deactivation, consolidation, hierarchy).

• % of duplicate or misaligned CUCCs identified and corrected.

CP Correctors:

• % of BLs credited to the correct country.

• Number of CP corrections completed vs identified.

• % of unassigned bookings correctly allocated to AOs.

AO Scorecard & Sales Targets:

• % of AO Scorecard variables accurately updated and monitored.

• Compliance rate with Planalyzer assignments.

• Accuracy of ZIMCentive bonus allocation (%).

• % of sales targets achieved per AO and portfolio.

KPI Management:

• Number of actionable insights generated from ZIMPulse KPI analysis.

• % of gaps identified with corresponding action plans implemented.

• Improvement in sales performance metrics (targets, portfolio mix, NOR) after interventions.

Requirements

• Four-year college degree from an accredited institution (International Commerce, Business Administration, or related field preferred).
• 2+ years of experience in sales operations, process optimization, or commercial support roles, preferably within large multinational companies.
• Practical knowledge of maritime shipping operations and logistics processes is highly desirable.
• Advanced proficiency in English and Spanish, both written and verbal, with strong communication skills to train, influence, and collaborate with cross-departmental teams.
• Strong proficiency in Excel (intermediate to advanced), including formulas, pivot tables, and data analysis.
• Experience with databases and integrating data from multiple sources for reporting, analysis, and operational decision-making.
• Ability to manipulate, clean, and validate data to ensure accuracy and reliability.
• Experience with CRM systems (e.g., Salesforce, Microsoft Dynamics, SAP Sales Cloud).
• Excellent documentation habits, including creating sales playbooks, onboarding guides, and standard operating procedures.
• Ability to support process improvements, new business initiatives, and adoption of scalable sales operations solutions.