Openings at Hapag-Lloyd

Key Functions / Accountabilities

• Exceeding 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 in QlikView
• Developing a sales pipeline in Sales Force to align to company aspirations and optimize vessel utilization in view of volume and profitability
• Developing account strategies
• Logging appointments, client contact In Sales Force.
• 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
• Focus on medium and large account
• 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 planning : regular/ GAM NVO GAM/ BCO
• Approach customer through specified sales channels
• 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 Manager 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 for this Position are:

• University degree or equivalent with at least 5 years of experience in Sales or the equivalent combination of education and experience
• Must have experience in a commercial role, preferably in the shipping industry
• Active knowledge of market, maritime documents and commercial terms
• Active knowledge of sales techniques
• MS Office Proficient
• Strong analytical skills
• Organization Awareness/Commercial acumen

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Key Functions / Accountabilities

• Budgeting (Budget adjustment and quarterly Forecasts) of Overhead Costs and Operational Expenses
• Produce monthly trend analysis and maintenance of costs standards
• Manage the Business Administration and Controlling function of Kenya
• Assist with Performance Management of the various business units in Kenya (presentation of KPI’s and support with alignment)
• Manage Finance Closure Administration (Month/Quarter/Year End) within the company guidelines
• Manage and oversee external and internal audits and ensure unqualified reports received.
• Manage the Balance Sheet and Income Statement Accounts and reconciliation thereof.
• Manage Accounts Receivables and Payables within the company guidelines
• Review and develop business processes in line with Hapag Lloyd guidelines, maintaining process excellence and digitization/automation
• Responsible for cost saving initiatives and procurement (Operational and Overhead costs) and provide feedback and proposals to the procurement committee
• Responsible for the Risk management of the Kenya office.
• Responsible for credit policy to minimize the risk of bad debt loss
• Manage the Cash Flow of the Country within the company guidelines
• Supervision of Country level Business Systems group
• Management of Country ITC Support and Facilities functions
• Management of Country HR and Payroll functions
• Maintain a feedback channel to Area Africa BU heads, ensuring alignment with strategic objectives and goals of the Kenya office.
• Management of Country Statutory Records and Reporting.
• Ensure total Compliance to Hapag Lloyd global standards and policies as well as local regulatory laws.
• Support the Kenya Managing Director in the implementation of policies and day to day activities
• Provide reports and analyze key data to drive improvements
• Responsible for setting targets and goals for individual departments within Business Administration and supporting with appropriate training and development.
• Resolution of high level concerns
• Create and maintain an open communication channel within Department, Area and Region
• Work closely with other area Directors on process improvement and communication flow
• Liaise with Area Africa Office for all Controlling related matters

Qualifications for this Position are;

• University degree or equivalent with at least 8 years of experience in Finance or Accounting or the equivalent combination of education and experience
• Shipping and Logistics background is required.
• SAP experience will be advantageous.
• Strong communications and organization skills
• Ability to manage multiple priorities and stay organized
• Strong analytical skills
• Organization Awareness/Commercial acumen
• Relevant working experience will be an added advantage
• MS Office Proficient