Objective / Purpose of the Department
The Business Development department is the commercial driver of the company. The purpose of the department is to attract new customers, retain and grow existing customers. This includes increasing the number of clients in all of the company's Freight Forwarding customer segments.
The Commercial & Business Support department within the Business Development function is accountable for specific support activities to their Freight Forwarding commercial owners in the Business Development, product, and branch managers.
The Inside Sales Team is responsible for new business, servicing, retaining and growing the country's national portfolio.
Objective / Purpose of the Job
The primary purpose of the job is to give professional front line service to new business through direct channels whilst working closely with the BD team. This will be delivered through telesales & CRM management compliance.
The employee is also responsible for servicing, retaining and profitably growing an assigned segment of regional accounts through CRM system data management.
The employee is required to expand the portfolio business by generating new customer accounts, and to increase the value of the assigned customer portfolio, measurable in Net Sales, Gross Margin, Gross Profit and transactional volumes.
Key Activities / Accountabilities
1. Business Development Strategy
Participation in the creation, development, and execution of the Business Development strategy within the Commercial & Business Support function.
Identify and report optimization possibilities in approach, processes and policies.
Act as ambassador of the strategy within the network.
Model the company values in day to day interaction internally and externally.
Support both sales and branches in achieving their respective business objectives in the most efficient and effective way possible.
2. Qualification & Support of new accounts
Telesales qualification of new prospects.
Profiling of the new customers based on size, vertical market and buying behaviour.
Documenting required information and actions taken in CRM.
Assisting sales with making appointments with customers where appropriate and log in CRM.
Support credit checks for new customers prior to submitting quotations, in line with GSP & credit management policy.
Provide spot & standard quotes to the customer.
Handle customer commercial questions (technical, pricing, invoices, consulting).
Identify new business opportunities.
3. Portfolio Management
Plan specific activities to ensure realization of the Sales Goals.
Continuously monitor own performance against CRM KPI's.
Apply the Global Sales Process.
Identify cross selling opportunities & communicate same to the corresponding Business Unit.
Identify & execute necessary frequency of contact.
Identify and capitalize on new opportunities.
Review and update customer tariffs as and when necessary to protect profitability.
Ensure SOP's are in place to safeguard correct customer handling and business execution by Ops.
4. Negotiation
Ensure CRM usage and compliance by recording all actions, discussions, next steps, agreements, quotes etc. in CRM.
Provide complete and timely information regarding new business to concerned parties within the network.
Identify and act on external marketing opportunities.
Complete all available G-Campus training modules relevant to your sales function, consult with superior.
Preferred Experience and Knowledge
Experience in B2B telesales.
Experience in freight forwarding and logistics industry.
Good knowledge of air and ocean freight products & processes (import and export).
Good communication / telesales and negotiation skills.
Customer Satisfaction mind set.
Fluent in local language(s) and good English skills.
Training in first 12 months (mandatory)
Induction to the company's Freight Forwarding.
Global Sales Process (GSP).
Selling skills - telesales.
CRM.
Knowledge of Freight Forwarding's products & service building blocks.
Freight Forwarding customer classification and segmentation criteria.
Communication skills.
Communication & negotiation skills.
#J-18808-Ljbffr