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
Academic education:
- Economics/ Business Management/ Marketing/ Logistics/ International Negotiation - preferred
Minimum requirements:
- 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