Overall Job Purpose
Directing Area Sales efforts to maximize both volume and contribution levels and providing pricing policy and guidelines to assist in achieving the goals of the company. Consciously establishes a culture that encourages customer focus, individual development, efficiency, collaboration, and creates an environment for process improvements. Upholds and ensures that all Hapag-Lloyd policies and procedures are followed and maintained.
Job Specification - Key Accountabilities
- Responsible for coordinating all sales matters as related to Area offices.
- Pursues goals set by Management, such as optimizing the volume generated by the Area consistent with the objectives of maximizing contribution.
- Guides, coaches and instructs Area Sales forces.
- Defines and maintains customer portfolio for the Sales Force.
- Defines sales and contribution targets for the sales force.
- Monitors customer performance and takes action to improve business where needed.
- Analyzes competitive information and markets statistical data and generate business plan to gain and maintain market shared as well as contribution.
- Provides resolution of high-level concerns.
- Represents Area within committees, pursuing efficiencies, cost savings thru the sharing of resources and services.
- Establishes and follows up on focus and target accounts. Liaise whenever required with the sales managements of other areas.
- Safeguards effective equipment marketing by steering containers to equipment demand areas and depleting surplus areas.
- Develops competitive rate and service contract offers to clients in consultation with Trade Management within the guidelines of the company.
- Monitors Area bookings versus allocation, targets and budget.
- Executes special projects as assigned by Area Management.
- Participates in various Hapag-Lloyd working groups, business processes, and any areas as requested by Senior management.
- Assists local management in selection/hiring of staff.
- Maintains communication with local managers, providing, and disseminating updated information regarding Hapag-Lloyd policies and procedures.
- Works closely with other area Directors on process improvement and communication flow.
- Coaches and develops individual department managers and staff. Has regular performance reviews in line with company’s policy and management requirements.
- Ascertains that the workload is balanced amongst the various disciplines within each department.
- Analyze and solve problems : Examines issues and problems effectively, generating possible solutions.
- Communication : Creates an environment where people communicate openly and honestly. Conveys information effectively and convincingly.
- Business Focus : Ability to adapt to the company's business strategy.
- Command Skills : Ability to lead a team to achieve goals.
- Customer Focus : Ability to provide effective service to customers.
- Teamwork : Ability to build, maintain and develop partnerships with individuals and groups within the organization.
- Drive for Results : Ability to achieve and exceed targets
Qualifications and Technical Job Requirements
- University Degree, Business and Administration.
- Minimum 10-15 year experience, including people management & leadership.
- Shipping, Supply Chain & Liner Industry
- Sales acumen
Hapag-Lloyd Values Based Behaviors
- Care, Move, Deliver
- Building confidence & trust
- Collaborating & interacting.
- Focusing on customers
- Driving success
- Working analytically
- Embracing change
- Managing self-development
- Demonstrating global mindset and Embracing diversity.
- High Integrity
- Transparency, orientation, objectivity & development
