Overall, Job Purpose
Establishes volume and revenue goals to maximize profitability for the Company. Produces and analyses Sales forecasts, trends and budgets to assist in the development and maintenance of accounts.
Job Specification - Key Accountabilities
Performance Management
- Drive performance in the area by supporting SDs with areas requiring focus, e.g. underperforming SSY’s, SSY’s below booking curve, or customer segments not performing.
- Identify which customers are behind expectations (MR and foreign MR) and proactively work with Area Sales Director and responsible sales managers to ensure customers are delivering on their commitments, be it in relation to historical performance, cargo mix optimization, or CA’s.
- Provide analysis / reports to Area Management, Sales team, Region and TM
- Provide market analysis and work with stakeholders to devise market strategy
Quality
- Deliver the highest levels of quality to all internal stakeholders, be customer-oriented and create value for customers as well as for Hapag-Lloyd.
- Drive performance within the team by exceeding Quality promises and KPI deliverables.
Revenue Management
- Optimize all SSYs under your portfolio through working closely with revenue in the region and TM’s on cargo mix optimization and ship model.
- Drive revenue improvement through pricing excellence, ensuring maximum adherence to guidelines, working jointly with TMs to improve pricing guidelines to minimize exceptions, and reduce TAPSY discounts to maximize revenue.
Budgeting and Forecasting
- Prepare budget and weekly volume forecast
Opportunity Identification
- Identify opportunities through market mapping in collaboration with sales organization
Others
- Inland Tariff maintenance in system after coordination with Inland steering
Qualifications and Technical Job Requirements
- Apprenticeship in Shipping or bachelor’s degree
- 5 years of experience in the maritime industry or equivalent combination of education and experience
- Experience in Sales and/or Customer Service functions
- Advanced negotiation, decision-making and presentation skills, self-confident and friendly when dealing with others.
- Demonstrated strong listening, verbal and written communication skills.
- Self-starter, self-motivated, resourceful and responsive
- Demonstrated ability to be multi-task, set priorities, organize work and implement action items.
- Analytical skills
- Ability to work effectively in a team environment and good interpersonal skills.
- Comprehensive knowledge of user application systems (FIS, Qlik sense, Web focus, MS Office)
- Fluent in English
Competencies and Values
Hapag-Lloyd Values / Behaviors
- Positive attitude, can do attitude
- Proactive
- Energetic and good team spirit
- Enthusiastic
- Commitment to task
- High Integrity
