STARTING DATE: Latest April 1st 2011
DIMENSIONS AND SCOPE
To deliver and optimize Yield and Volume for the cluster
To deliver on CSS (Customer Satisfaction) targets for the cluster
To increase customer satisfaction and loyalty
To deliver on Productivity targets for the cluster – FFE/Sales FTE
Deploy clear objectives throughout the sales organization linked to the cluster scorecard and Maersk Line and sales strategy
Drive a performance culture
Develop Sales Pipeline mindset supported by effective coaching and competency development
To recruit and develop sales people and build a talented organization
To ensure overall coordination between channels, functions, countries and region
To deliver and optimize Yield and Volume for the cluster
To deliver on CSS (Customer Satisfaction) targets for the cluster
To increase customer satisfaction and loyalty
To deliver on Productivity targets for the cluster – FFE/Sales FTE
Deploy clear objectives throughout the sales organization linked to the cluster scorecard and Maersk Line and sales strategy
Drive a performance culture
Develop Sales Pipeline mindset supported by effective coaching and competency development
To recruit and develop sales people and build a talented organization
To ensure overall coordination between channels, functions, countries and region
KEY AREAS OF RESPONSIBILITY
1. COACHING AND DEVELOPMENT
Improve the competencies within the sales organization through effective coaching
Instilling the coaching framework within the sales organization
1. COACHING AND DEVELOPMENT
Improve the competencies within the sales organization through effective coaching
Instilling the coaching framework within the sales organization
2. ACCOUNT MANAGEMENT
Maintains senior relationships with top accounts
Make joint calls with sales executives in relation to the account strategy as part of coaching
Establish/approve account strategy and account planning for key accounts where applicable
Drive channel optimization through quarterly customer allocation exercise with follow up on action plans basis justification and cost to sell
Maintains senior relationships with top accounts
Make joint calls with sales executives in relation to the account strategy as part of coaching
Establish/approve account strategy and account planning for key accounts where applicable
Drive channel optimization through quarterly customer allocation exercise with follow up on action plans basis justification and cost to sell
3. SALES TEAM PERFORMANCE
Manages Sales resources (selection, development and succession) efficiently
Develops Sales Pipeline mindset through coaching and pipeline reviews
Ensure optimal activity management and account Management to truly understand our customers and their needs
Implement Commercial Incentive programs (CIP) to incentivize and drive performance behavior
Manages Sales resources (selection, development and succession) efficiently
Develops Sales Pipeline mindset through coaching and pipeline reviews
Ensure optimal activity management and account Management to truly understand our customers and their needs
Implement Commercial Incentive programs (CIP) to incentivize and drive performance behavior
4. DRIVE CAMPAIGNS TO GENERATE HEALTHY PIPELINE AND YIELD
Give input to the Trade and Marketing team on relevant campaign ideas, target audience based on customer knowledge and competitor actions
Receive opportunities from campaign team and from telemarketing. Follow up on these via your sales force and ensure Insight updated
Monitor progress and give frequent feedback to Trade and Marketing team to ensure learning’s.
Interact extensively with Trade and Marketing team to ensure feedback from customers and knowledge of the market place is gathered, analyzed, discussed and actioned.
Develop and target business opportunities based on analysis coming from Trade and Marketing team – short, medium and long term
Give input to the Trade and Marketing team on relevant campaign ideas, target audience based on customer knowledge and competitor actions
Receive opportunities from campaign team and from telemarketing. Follow up on these via your sales force and ensure Insight updated
Monitor progress and give frequent feedback to Trade and Marketing team to ensure learning’s.
Interact extensively with Trade and Marketing team to ensure feedback from customers and knowledge of the market place is gathered, analyzed, discussed and actioned.
Develop and target business opportunities based on analysis coming from Trade and Marketing team – short, medium and long term
5. DEVELOP AND MAINTAIN SALES STRATEGY
Develop an effective commercial strategy approved by the Cluster Top and deliver on the targets
Leverage understanding of local business environment to support the development of sales strategy
Set clear and actionable strategy for the sales team and develop innovative plans to achieve goals in line with the Maersk Line global sales strategy.
Develop an effective commercial strategy approved by the Cluster Top and deliver on the targets
Leverage understanding of local business environment to support the development of sales strategy
Set clear and actionable strategy for the sales team and develop innovative plans to achieve goals in line with the Maersk Line global sales strategy.
6. SALES LEADERSHIP
Attract and retain strong talent through clear deployment of objectives, competency development, coaching and incentivizing
Act as a role model and collaborate as a senior Maersk Line executive to promote the Maersk Line values and objectives in the sales organization
Attract and retain strong talent through clear deployment of objectives, competency development, coaching and incentivizing
Act as a role model and collaborate as a senior Maersk Line executive to promote the Maersk Line values and objectives in the sales organization
SKILLS AND COMPETENCIES REQUIRED
Bachelor’s degree in business or related field
Minimum 5 years Sales experience in leadership position
Ability to set clear sales strategy and direction
Role model for sales leadership-performance management, coaching, time management, attracting and retaining talent
Role model for customer relationship leadership
Ability to builds trusted relationships across Maersk Line
To leverage internal and external relationships to expand business opportunities for Maersk Line
Possess strong business, customer and market understanding
Sales process management and possess a pipeline mindset
Process Excellence (PEX) mindset and ability to visualize and interpret trends from reports and data
Financial acumen and cost awareness
Cross functional collaboration
Bachelor’s degree in business or related field
Minimum 5 years Sales experience in leadership position
Ability to set clear sales strategy and direction
Role model for sales leadership-performance management, coaching, time management, attracting and retaining talent
Role model for customer relationship leadership
Ability to builds trusted relationships across Maersk Line
To leverage internal and external relationships to expand business opportunities for Maersk Line
Possess strong business, customer and market understanding
Sales process management and possess a pipeline mindset
Process Excellence (PEX) mindset and ability to visualize and interpret trends from reports and data
Financial acumen and cost awareness
Cross functional collaboration
