Job Description

This individual directly with customers aiming to develop, secure and maintain the most profitable business for Hapag-Lloyd in accordance with the company’s objectives. The purpose of Sales Execution is to produce optimum contributions for Hapag-Lloyd by maintaining and enhancing Hapag-Lloyd’s customer’s base through offering products that satisfy customers’ needs. Sales Execution interface with Sales Steering, Sales Support, Customer Service, Operations and Finance. Key challenges and satisfaction come from understanding the customers’ needs and wants, fulfilling customer requests, and meeting budget.

• Developing budget within designated territory.
• Soliciting potential customers; developing existing customers; servicing and maintaining all accounts within assigned territory.
• Evaluate customer potential and conduct MR sales planning.
• Developing a sales pipeline to align to company aspirations and optimize vessel utilization in view of volume and profitability.
• Developing account plans (pursuit plans)
• Logging appointments, client contact in CRM.
• Monthly cycle of planning volumes by customer and trade relations.
• Developing and maintaining excellent internal relationships that enhance customer experience.
• Identifying backup/support and delegating as necessary, for e.g., problem solving goes to customer services.
• Manage and grow portfolio of customers and opportunities.
• Cover MR and GEO from Customers (push –pull) as defined in areas sales steering concept.
  Deal directly with customers to develop, secure and maintain most profitable business
• Conduct sales planning and performance management as defined in enhanced sales process including account regular/ GAM NVO GAM/ BCO
• Where appropriate for their market, serve as specialist e.g. reefer, commodity, import etc.
• Prepare and conduct visits, report and follow up on visits
• Conclude contracts for MR customers (proposal, negotiations and closing)
• Record commitments (tender tracking / commercial)
• Drive CU business for foreign MR’s and adhere to push pull process
• Selectively engage in TM discussions on important matters e.g. tender guidance and negotiations, special commodity market rates etc.
• Feedback market information and give clear information to sales coordination regarding pricing requirements to enable future communications with TM and handover to customer service.
• Coordinating credit applications in coordination with Sales Management and Finance
• Completing weekly activity reports to be tabled and discussed during weekly 1on1 with line manager
• Any other Sales related tasks as requested by the Management

Qualifications:

Education
University Degree Experience
Minimum 5-7 years’ Specific Experience
Experience in a commercial role, preferably in the maritime sector
Prior experience or advanced knowledge of Northern and Eastern Nigeria markets

Technical Knowledge
Sales mentality / proactive / negotiating and closing skills
Ability to work in a team
Communicative
E-commerce aptitude
Knowledge of user application systems (MS Office, Scout, Compass, FIS, SAM)
Good command of spoken and written English

Core Competencies
Personality:
Assertive negotiator
Team player with a proactive attitude
Result Driven
Persuasiveness
Empathy
Ability to communication and collaboration
Ability to work under pressure, goal and deadline driven
Flexible
Knowing your own strengths and weaknesses and capacity for self-criticism
Representative

Conceptional and entrepreneurial thinking and action:
Acknowledge signals
Multi-dimensional thinking
Courage to make decisions and accepting responsibility

Positive image to customers and colleagues to:
Capacity to support and inspire
Open and honest attitude