Reefer and cold chain Sales Representative at Maersk Line

Opportunity

This role has overall sales responsibility for customer relationships and performance of an assigned customer portfolio in a large cluster/large geographical area.

• To maintain and grow customers that are aligned to Maersk vision and growth strategy.
• To deliver volume and revenue targets in ocean and logistics for allocated customers.
• To ensure customer satisfaction achieved in allocated customers.
• To manage sales pipeline, segmentation, and accurate forecasting.
• To monitor performance against KPI and take corrective action where necessary.
• To develop specialist knowledge around Reefer products and technologies allowing him / her to propose superior services to Reefer customers.

Key responsibilities

• Manage the selling process to external customers, including pricing contract negotiations.
• Identify account needs, opportunities and key buying factors for existing customers, and formalize those into account plans and strategies.
• Seek to continuously improve customer satisfaction.
• Ensure adequate update of Maersk IT Systems for which s/he has responsibility including pipeline, freetime, rates, rebates, etc.
• Own the overall customer relationship for existing customers, as well as potential new customers.
• Effectively handover to Customer Service, Operations, Finance, etc. for terms and conditions agreed with customers in their contracts.
• Actively engage Customer Service and operations into the customer relationship to ensure customers know relevant contact points in case of service failures.
• Provide service support and claims resolution for extraordinary issues
• Supervise timeous and correct payment of rebates agreed.

Skills required

• Prospects for new logistics accounts or opportunities.
• Grows and up-sells logistics services to existing accounts, focusing on growth and profitability.
• Successfully manages negotiation process.
• Builds strong and lasting relationships internally and externally.
• Understands customer drivers, needs and requirements.
• Is a team player who understands the trade-offs required at times in the reefer segment.
• Strong results focus.
• Strong reefer market and product knowledge advantageous.