Outside Sales

Please check link and apply via Linkedin https://www.linkedin.com/jobs/view/4446850371/

Summary

Responsible for prospecting and acquiring new clients by actively engaging with potential

customers outside of the office or company premises. The role focusses on building relationships, conducting meetings, and presenting product or service offerings, ultimately driving revenue growth and expanding the company's customer base.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• Participate in establishing the Commercial actions plan

• Plan and conduct commercial visits & phone calls as per agency sales’ segmentation (mainly commercial visits for Outside Sales / mainly phone calls for Inside Sales)

• Promote CMA CGM Group Services and Non-Maritime products (e-commerce, VAS, intermodal, CEVA…)

• Identify the commercial market opportunities, develop market shares and/or improve revenues according to commercial strategy

• Update commercial data and customer feedback in CRM (ex-Opportunities, lead, contacts)

• Meet targets in SVPC (Sales Visits Phone Calls) and qualitative targets monitored in Analytics

• Relay pricing requests from customers to Sales Support, relay other requests from customers to Customer Care

Knowledge, Experience, Skills and Competencies

• Experience in Shipping an asset

• Must have at least three (3) years in Sales experience and versed in Sales activities including those that are customer facing

• Great relationship management - ability to build and nurture relationships

• Demonstration of professional demeanour, positive attitude, and ability to manage stress through challenging situations

• Excellent problem-solving and conflict resolution skills

• Must be able to prioritize work effectively and manage time efficiently

• Understand CMA-CGM group organization, processes & Tools

• Working knowledge MS Office

• Analytical mindset with ability to use data to dive decision making

• Must have a good command of English and be able to write reports, do presentations etc.

• Reliable access to a vehicle on a continuous basis an asset

Key Performance Indicators

• CV & UCV versus targets

• Evolution of Market Share

• XSell lead/opp according to budget (NOVA Business)

• VAS lead/opp according to budget (NOVA Business)

• 100% opportunities portfolio coverage (NOVA Business)

• Win Ratio: 10% to 50% max (NOVA Business)

• 100% of Offer coverage (NOVA Business)

• % customer performance versus customer allocation (Customer Allocation Dashboard)

• Quotations converted in Bookings (Quotation Dashboard)

• 10 Touch Points per week (Calls & Visits) (NOVA Business)

• Each visit / call having a MoM NOVA Business

• Quality / Nb contacts accurate by territories