Sales Executive at Intraspeed Arcpro Kenya Ltd-APPLY!

JOB PURPOSE:

To prospect, present the company’s services to potential clients with persuasive arguments, foster customer loyalty, build the client portfolio in line with the goals established by the commercial department, conduct cost-benefit analyses of current and potential clients, uphold a positive working relationship to guarantee future sales, and expand the company’s third-party logistics (3PL) business in line with corporate goals.

KEY DUTIES AND RESPONSIBILITIES

• Find and cultivate qualified leads by cold calling them, then turn them into prospects and customers by working through the sales process. Maintain a steady flow of opportunities at all stages and kinds into the sales funnel, including mid- and late-stage sales life cycle targets, fresh/new (qualified) leads/introductions.
• The ideal sales pipeline will always be full of a wide variety of account types, company sizes, diversified industries, transactional vs. strategic business and services offered.
•  Engage prospects and customers to present the company s services, always furthering relationships up the value continuum towards the advisory (value added role).
•  Advocate for both the company and the customer, striving to find win-win solutions that expand and further client relationships.
•  Perform regular (daily) visits to qualified prospects and customers, in accordance with Managements directives, to drive the business and grow the company’s revenue, market share and profitability.
•  Build relationships at all levels and represents the company in a professional manner, including making presentations.
•  Conduct quarterly business reviews (QBRs) with clients.
•  Update to customer relationship management (CRM) software and prepare/submit all required reports in an accurate and timely manner.
•  Achieve the annual growth targets (revenue, profit, volume) as defined in the sales planner.
• Must be capable of closing business independently, although management team / corporate support is readily available.
•  Define, develop, and evaluate the marketing strategy, based on the organization’s goals, market needs, cost factors and profit margin.
•  Formulate, direct and coordinate marketing activities and policies to promote services.
•  Building a comprehensive database about the markets, competitors and everything related to competitors, their products, prices, and marketing plans.
•  Define new shipping destinations while expanding shipping services.
•  Contact customers, following up and answering all inquiries until sales goals are achieved.
•  Analyze the data collected by Internal Sales team about markets and competitors and present them in the form of results for which appropriate decisions can be taken.
•  Oversee the performance of Internal Sales team, direct them, evaluate their performance, and recommend their training to improve overall performance.
•  Responsible for sales forecasting and strategic planning to ensure profitability, analyze business developments and monitor market trends.
•  Negotiate contracts with sellers/ suppliers and clients.
•  Coordinate and participate in promotional activities and exhibitions whenever necessary.
•  Review sales reports and achieve profitability.
•  Identify, market, qualify, and penetrate new business opportunities from existing and potential customers using territory management skills.
•  Schedule customer appointments with key decision-makers to overcome barriers and identify growth opportunities in the local/ international global market.
•  Educate customers on technology solutions to provide tracking, pricing, and reporting capabilities.
•  Collaborate with Operations to establish standard operating procedures (SOP’s) for meeting customer expectations.
•  Plan quarterly business reviews (QBRs) with customers to review business trends and transit performance.
•  Apply sales strategies gained from sales mentoring sessions to identify areas where solutions can be implemented.
•  Identify account decliners and gainers to develop strategies for winning back business and promoting future growth.
• Use state of the art customer relations management software (CRM) to develop strategic plans for customer growth and development.
•  Grow the company’s air, ocean freight, transit, import and export and domestic business/services in an assigned territory, in accordance with corporate objectives (gross profit).
•  Demonstrate effective negotiation and closing techniques in securing profitable business across all products and services.
•  Conduct in-depth research on competitors’ products, pricing, and market success to gain insight into customer preference and interests.
•  Gather feedback from customers / prospects and share with the internal teams.
•  Manipulate and manage spreadsheets.
•  Ensure client data variances as reported by the Management are followed up in a timely manner to preempt escalation to the relevant departments.
•  Participating in local and global logistics bids, creates and conducts proposal presentations and RFP/RFQ responses.
•  Co-operate with regional offices and overseas agents in sales solicitation.
•  Actively develop client relationships and be responsible for delivering services that meet the market requirements and offering smart solutions to secure new business.
•  Participate in Monthly Business Review Meetings with key clients.
•  Prepare the weekly / monthly and annually sales statistics reports for the Management.
•  Any other duties as may be assigned from time to time.

QUALIFICATIONS AND REQUIREMENTS

•  Bachelor’s degree in Sales and Marketing/ Business/ Logistics and/or supply chain management, or equivalent/ Diploma in Sales and Marketing
•  5+ years of related outside sales experience, with a demonstrable book of business and strong shipper relationships in diversified industries.
•  Relevant (functionally specific) job knowledge and experience, including ocean, transit & air freight, both import and export.
•  Experience with ERP system.
•  Proven track record in sales, prospecting and developing accounts.
•  Knowledge of Windows based programs including Excel, Word, PowerPoint, and principals of CMS (Customer Management System) is required.

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