Overall, Job Purpose
- Ensure the highest level of quality when interacting with our customers, be customer-oriented and create value for customers as well as for Hapag-Lloyd.
- Direct customer sales, strategically developing key Beneficial Cargo Owner (BCO) segments including Key accounts (CIF and FOB) and Tender including Automotive, Chemicals, Retail, Food and Beverage, Agriculture, and Machinery.
- Drive the highest levels of quality towards the assigned BCO Accounts, be customer-oriented and create value for customers as well as for Hapag-Lloyd.
Job Specification - Key Accountabilities
- Evaluate customer potential and conduct MR Sales Planning.
- Continuously improving the customer portfolio by securing new accounts and removing underperforming accounts.
- Ensure regular updates of all activities in Salesforce.
- Review customer performance with Sales Manager and define appropriate actions.
- Where appropriate for their market, they serve as specialists for a segmented vertical
- Prepare and conduct visits, report and follow-up on visits.
- Conclude contracts for MR customers (proposal, negotiation, closing).
- Record commitments (tender tracking/commercial).
- Drive CU business for foreign MRs and adhere to Push-Pull process.
- Selectively engage in TM discussions where relevant (e.g., tender guidance and negotiations, special commodity market rates, etc.)
- Provide feedback on the market including rates, competition activities, market conditions etc. to all relevant stakeholders.
- Give clear info to Sales Coordination regarding pricing requirements to enable future communications with TM.
- Provide clear info to Sales Coordination regarding handover to Customer Service.
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-confidence and friendly when dealing with others.
- Demonstrated strong listening, verbal and written communication skills.
- Self-starter, self-motivated, resourceful and responsive.
- Demonstrated ability to 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, CRM, COMPASS, MS Office).
- Fluent in English.
Competencies and Values
Hapag-Lloyd Values / Behaviors
- Care, Move, Deliver
- Positive attitude can do attitude.
- Proactive
- Energetic and good team spirit
- Enthusiastic
- Commitment to task
- High Integrity
