Objectives of the Position
Responsible for gaining new clients and developing existing business in line with Rhenus Air & Ocean growth strategy and the country sales budget.
The primary focus is to acquire and develop relationships and volumes with
new C & above customers, while the secondary focus is to expand existing C & above customer volumes through face-to-face meetings and consultative selling.
Principle Accountabilities
* Win, retain, and develop C & above customers through proactive "hunting" and relationship management.
* Develop a strong and constantly refreshed pipeline of opportunities, maintained and reported via the company CRM ("Sugar CRM"), following corporate SOPs.
* Conduct face-to-face sales meetings with prospects and customers, aligned with the schedule and strategy defined by inside sales and management.
* Assess prospective accounts for profitability, strategic relevance, and fit within Rhenus Air & Ocean objectives.
* Build rapport and trust with customers by understanding their business needs and industry challenges.
* Collaborate with internal stakeholders (Product Teams, Station Management, Key Account Management) to ensure customer satisfaction and smooth onboarding.
* Support the transfer of smaller (D-level) accounts to inside sales or other appropriate departments.
* Ensure the proper handover of strategic accounts to the Key Account Management team when required.
* Develop and implement strategies and tactics to meet and exceed sales and gross profit targets.
* Monitor customer activity, including shipment volumes, lost clients, and retention measures.
* Execute sales plans in line with the company's annual growth plan.
* Report all sales activity (Meetings, Contacts, Opportunities, Leads) accurately and on time in the CRM.
* Participate in all sales trainings scheduled by Rhenus Air & Ocean and actively share best practices.
* Recommend customer solutions based on strong industry and product knowledge.
* Identify and manage opportunities and risks to safeguard Rhenus A&O's business interests.
* Maintain high standards of compliance and professionalism, adhering to all internal policies and country regulations.