Use consultative sales process based upon needs satisfaction selling to sell CEVA's Ground and Rail services to assigned/ targeted accounts, to exceed budget.
Schedule and conduct the number of sales calls per week as mandated. These sales calls are to be focused on target accounts, new business and retention of existing accounts and cold calling where appropriate.
Maintain and manage several target accounts with opportunity for revenue all levels as approved/directed by Management in consultation with Country Ground BD Leadership. Visits to these target accounts should be made a minimum of once a month, with contact made via telephone, email or other means throughout the month.
Input sales activity information into CRM. This information is to be completed as directed by BD Leader in coordination with Ground Product Leader.
Work with customer and operations staff to develop standard operating procedures and detailed customer profiles for each new and existing account.
Assist customers in their inquiry concerning status of shipments with appropriate departments or overseas offices / agents.
Prepare quotations as requested by customers and deliver them on specified date as requested for their review and analysis
Participate in biddings, fairs, exhibits and other functions which may serve as excellent business opportunities for the company
Assist in resolving customer complaints and collection of overdue accounts
Be the Voice of Customer to the operations and escalate critical resolution items that represent a risk to the business within Ground product.
Conduct regular presentations of GROUND business to customers for prospection and/or market and business update.
Present regularly in front of Local BD and GROUND operations team (Reviewing KPI's and customers opportunities).
Perform other tasks that may be assigned from time to time.
Qualification :
Minimum Bachelor's Degree from logistics, business or equivalent
Fluent in English (written and verbal)
Experience in Ground & Rail minimum 5 years
Proven track record in leading the development and implementation of Market business strategy
In-depth knowledge of the international logistics industry.
Deep expertise in developing integrated supply chain & logistics solutions relevant in Ground & Rail.
Process driven and always seeking for continuous improvement
Mature judgement and decision-making
Strong interpersonal and communication skills
Ability to influence and develop relationships at local level in customer organizations.
Ability to develop highly collaborative and productive relationships internally.
