Applications are invited from interested and suitably qualified candidates for Maersk Ghana Recruitment for Field Based Sales Executive.
Maersk is an integrated container logistics company working to connect and simplify its customers’ supply chains. As the global leader in shipping services, the company operates in 130 countries and employs roughly 70,000 people.
Job Description
- Company: Maersk Group
- Location: Ghana
- State: Accra
- Job type: Full-Time
Role
This position calls for a passionate sales person to own and develop his/her allocated customers, deliver volume and yield targets while remaining focused on the relationship with customer portfolio, manage sales pipeline, segmentation, and accurate forecasting and monitor performance against KPI and take corrective action where necessary
We offer
• Results orientation
• “Hunting” sales skills
• Best practice sales processes (e.g., account planning, contract negotiations)
• Strong customer knowledge
• Good market and product knowledge
• Value selling – The Essentials
Key Responsibilities
Account Management
• Be proactive and assertive
• Strong drive to develop new businesses, including new customers or existing opportunities
• Develop customer value propositions for all appropriate business opportunities, sales to distinguish market presence by effectively probing and identifying needs to assist customers
• Customer relationship management
• Schedule and execute customer meetings
• Clearly mapping stakeholders and understanding their needs
Yield Management – Including D&D
• Create and manage specific customer plans allowing Maersk Line to maximize its yield potential
• Provide free time and demurrage/detention waivers within delegated mandates and only as/when required
• Keep abreast of market developments and report relevant information to TNM and Sales/commercial Manager
• Proactively assist Finance and Customer Service in clearing outstanding invoices and longstanding containers respectively
Value Selling through Pipeline Management
• Use Market Mapping to identify total potential volume for the customer
• Qualify customer opportunities using:
• Uncovering needs a framework, understanding the buying phases
• Using and understanding the Value Selling methodology
• Build strong customer-specific value propositions linking Maersk differentiators to customer’s pains/needs
• Actively use Maersk CRM tool
Sales Meetings/Activity Management
• Prepare for Sales meetings with clear agenda and desired outcomes in the CRM tool
• Follow the Value Selling principles
• Always send out a confirmation letter to the customer after the sales meetings
Competencies
• A keen ability to develop winning customer value propositions
• Ability to sell end to end service. (Islands/ Value Added Services)
• Leverages internal and external market data to build winning strategies and understand account economics
• Builds and executes winning account strategies
• Builds strong and lasting relationships at all levels, focusing on decision makers and influencers
• Builds and maintains a strong network of customers
• Thoroughly understands customer drivers, needs and requirements
• Has a thorough knowledge about Maersk products, markets and industry trends
• Excellent interpersonal, presentation and communication skills in English
How to Apply
Interested and qualified candidates should Click here to apply.
