Field Based Sales Executive at Maersk Group

Job Description

• Account Management
• Be proactive and assertive
• Strong drive to develop new businesses, including new customers or existing opportunities
• Develop customer value propositions for all appropriate business opportunities, sales to distinguish market presence by effectively probing and identifying needs to assist customers
• Customer relationship management
• Schedule and execute customer meetings
• Clearly mapping stakeholders and understanding their needs
• Yield Management – Including D&D
• Create and manage specific customer plans allowing Maersk Line to maximize its yield potential
• Provide free time and demurrage/detention waivers within delegated mandates and only as/when required
• Keep abreast of market developments and report relevant information to TNM and Sales/commercial Manager
• Proactively assist Finance and Customer Service in clearing outstanding invoices and longstanding containers respectively
• Value Selling through Pipeline Management
• Use Market Mapping to identify total potential volume for the customer
• Qualify customer opportunities using:
• Uncovering needs framework, understanding the buying phases
• Using and understanding the Value Selling methodology
• Build strong customer specific value propositions linking Maersk differentiators to customer’s pains/needs
• Actively use Maersk CRM tool
• Sales Meetings/Activity Management
• Prepare for Sales meetings with clear agenda and desired outcomes in the CRM tool
• Follow the Value Selling principles
• Always send out confirmation letter to customer after the sales meetings

Requirement/Skills

• A keen ability to develop winning customer value propositions
• Ability to sell end to end service. (Inlands/ Value Added Services)
• Leverages internal and external market data to build winning strategies and understand account economics
• Builds and executes winning account strategies
• Builds strong and lasting relationships at all levels, focusing on decision makers and influencers
• Builds and maintains a strong network of customers
• Thoroughly understands customer drivers, needs and requirements
• Has a thorough knowledge about Maersk products, markets and industry trends
• Excellent inter personal, presentation and communication skills in English