Area Sales Excellence and Analytics at Hapag-Lloyd AG

About the job

Brief Description

This role is responsible for Steering/Driving the Area sales team to deliver targeted volume through Customer Segmentation, Account Management, Opportunity Management and Sales activities (calls, visits & meetings). The primary tool being Salesforce.com in addition to other analytic tools provided by the company e.g. Qlikview, webtool, excel reports etc.

Purpose

• This role will be the enabler of Sales Execution and Sales Business Development across the area. This role will also provide insight to Area Sales management to make strategic decisions.

Job Specification - Key Accountabilities

• Opportunity Management/Sales Pipeline/Account Management
• Track Opportunities in collaboration with Country Sales Management
• Manage Customer Segmentation + MR/CU assignment to country sales reps. All updated in SalesForce and relevant systems
• Ensure meeting planning and call reports logged by country sales
• Ensure Account Planning and Account Strategy updated by SXC/SBD across the Area
• Set Customer Visits/Calls Targets per SXC/SBD across the Area
• Periodic Analysis: FOB/MAW Hier tracking, BCO/NVO performance, Vertical performance, ST/MT/LT performance tracking etc.
• Ensure customer and country Insights by lead generation using market data for import drive with origin counterparts and Africa verticals
• Analyze No Shows, roll overs, transshipment details and propose ideas for improvement
• Quotation Management & Analysis i.e. Quote conversion ratio to be measured and improved, drive change mindset and digitization
• Miscellaneous tasks and projects

Metrics/KPIs

• Deliver Volume vs Budget
• Improve Open & Won Opportunities to deliver Volume target (Sales Hygiene). 200% closed won vs target, and converted to bookings
• Improve quality of account assignment and planning (% strategy updated; % assigned vs sales reps, ensure right split btw SXC & SBD, and ensure live re-assignment of customers when needed)
• Achieve Customer Visits Target for the Area through country sales
• Achieve Customer Calls Target for the Area through country sales
• 100% Meeting/Call report logged
• Improve Quotation conversion Win ratio

Critical Qualifications / Skills / Experience

Technical Competencies

• Strong analytics skills – numeracy and data crunching
• Communication and presentation skills
• Significant understanding and usage of Salesforce.com
• Active knowledge of market, maritime documents, and commercial terms
• Active knowledge of sales techniques
• Minimum 5 years’ experience in a commercial role, preferably in the maritime/logistics sector
• Active knowledge of English “maritime” language
• Advanced knowledge of MS Office tools: Excel, Powerpoint, Word, Outlook

Personality

• A number guru and significant numeracy skills
• Assertive negotiator
• Team player with a proactive attitude
• Result Driven
• Persuasiveness
• Empathy
• Ability to communicate and collaborate
• 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