Food, machinery or T-shirts: Hapag-Lloyd moves goods around the globe with over 250 container ships. We connect more than 600 ports on all continents and are one of the largest liner shipping companies. More than 13,000 employees work on board, ashore or in one of our 350 offices. Together, we transport around 12 million containers per year. Our corporate values "We care. We move. We deliver" serve as coordinates on our way. They guide our collaboration with each other as colleagues and with our customers to achieve the best possible quality. In the long run, we are committed to climate and environmental protection as well as human rights and many other social issues.

Role (or Job )Description :

POSITION TITLE (and level):

Area SV Sales Lead / Manager (m/f/n)

Level 5A
Cluster 1 – NVO, KAP & GNP

DEPARTMENT:

Area Sales

LOCATION:

Jeddah

 

REPORTING TO (DISCIPLINARY):

Sales Director

ADDITIONAL FUNCTIONAL REPORTING TO (only if legally possible at location): 

DATE : April 5th, 2023

 

APPROVED BY: (Manager)

ACKNOWLEDGED BY: (only if legally requested)

1.    Main Objectives of this position:

 ·         Drive the highest levels of quality towards the assigned Segmented Vertical / Vertical Cluster and/or Cluster 1 NVO, KAP, & GNP (Import + Export), be customer-oriented and create value for customers as well as for Hapag-Lloyd

·         Drive performance within the specialized Sales team by exceeding Quality promises and KPI deliverables

·         Adhere to Company Code of Ethics

·         Drive Regional Calls with GNP Team

·         Develop & maintain Senior Level Relationship with main NVO and all GNPs

 

 2.    Function and duties:

 

·         Coach and steer Segmented Vertical / Vertical Cluster team to achieve set targets

·         Holds responsibility for performance all assigned Segmented Verticals / Vertical Cluster as defined in the Sales Process

·         Holds reasonable number of own accounts, still allowing sufficient time for coaching

·         Ensure that Push-Pull principle is followed as defined in Steering concept

·         Drive the identification of new opportunities by the team

·         Conduct regular joint meetings with Customer Service

·         Regularly review customer portfolios jointly with Sales Executives

·         Performance management as defined in the Sales Process  

·         Support Steering Manager and Sales Director with budgeting, planning and strategy 

·         Review sales rep portfolios and coverage of MR, CU and CN customers       

·         Ensure they have the right Segmented Vertical specialists for their market     

·         Give feedback on the market including rates, competition activities, market conditions etc to all relevant stakeholders – MARKET FEEDBACK APP

·         Selectively engage in TM discussions on relevant matters (e.g., tender guidance and negotiations, special commodity market rates, etc.)

·         Coordination of Area sales activities with other Sales Managers and Sales Director

·         Coaching 1:1 with Teams

·         Weekly or Bi-Weekly call with QSC to resolve issues & challenges

·         Liasion with Other Functions to ensure smooth Biz operation.

·         Ensure Sales Executives are updating Salesforce with Scheudles and Calls. All TM approvals as and where needed are updated in SF.

·         RAQA clearing with SCN 
 

.    Qualifications and Technical Job Requirements:

·         University degree or equivalent

·         Minimum 3 years’ experience in a commercial role, preferably in the maritime sector

·         Excellent communication skills

·         Comprehensive knowledge of FIS and other HL systems

·         Working knowledge of MS Office

·         Result driven team player with a proactive attitude

·         Ability to work under pressure

·         Goal and deadline driven

·         Good time management skills

·         Receptive and be able to grasp new ideas and motivate one’s self for personal development

 4.    Success Criteria for Position:

 

·        NVO, KAP – Lead Team of Executives and SCN with clear objectives of growing Volume & Revenue with NVOs, KAP in line with SIP targets and with Revenue focus. Inland with NVOs whereever possible both Import and Export for SAUDI ARABIA, JORDAN.

·         GNP – Lead Team of Executives and SCN with aim of supporting and growing with nominated GNP accounts active in SAUDI, JORDAN

·         Value Added Services such as Door Deliveries – market HL with NVO segment

·         PUSH / PULL to attract CH to IMPORT 

Elaboration on INLAND  
1) INLAND Revenue Each Sales will be measured monthly on the REVENUE generated on INLAND Vs COST.
2) Expansion in SAUDI/JORDAN Hinterland through mid-big NVOs both IMPORT and EXPORT in new markets, RIYADH, YANBU, QASIM & Jordan - AMMAN.
 

5.    Special Tasks (if applicable):

In addition to Functions and Duties (as per item 2)

·         Succession Planning

·         Independent in Qlik View Reports

·         Be able to create or develop presentations

·         Weekly Calls with NICHE Team to track Area MSA Budget and provide Weekly forecast.

·         Daily Exception, RAQA clearing by SCN and follow up of Quotations.

 

Contact person

Alaa Alghanem