Opportunities at Maersk Line

KEY RESPONSIBILITIES:

• Be the regional liaison with customers having a regional set up or needing regional visibility.
• Maintain the customer contacts required in the regional office or represent region in conjunction with Key Client Directors (KCDs).
• Drive Logistics & Supply Chain (L&S) and Ocean pipeline and business performance visibility using global common dataset & analytics for necessary reviews with Area KCDs, vertical leads or Leadership.
• Assist Global vertical leadership or KCDs in understanding the regional potential and capabilities that may assist in offering best solutions aimed at meeting FMCG customer needs.
• Contribute as required in tender management visibility and alignment for the region.
• Ensure regional alignment across sales organizations and KCDs, to ensure quality in regional drives.
• Support Area Sales managers (ASMs)/Area Managing Directors (AMDs) on the growth strategy and plan forward involving vertical (strategic accounts/projects).
• Work with Region/Area Customer Experience leadership when identifying gaps of execution versus promises or improvement opportunities that may allow a service differentiator.
• Drive best practices across areas and help define regional standards when required.
• Drive regional disciplines around sales operation (pipeline quality and building, conversion etc.) based on globally agreed standards.
• Work with Sales Operation managers in enabling the best account ownership and visibility.
• Work with Area and Regional product teams in finding solutions that best meet customer needs or untapping opportunities.

SKILLS AND COMPETENCIES REQUIRED:

• A strong customer centric mindset
• A solid understanding of Logistics & Supply Chain/sales including industry best practices and trends
• Experience with customers in the FMCG segment
• Ability to ask/challenge with the right questions to support relevant stakeholders in their strategic choices for vertical accounts
• Strong sales and product lifecycle experience
• Great stakeholder management skills, sound collaboration, and communication skills
• Ability to thrive in a matrix organization
• Good change management skills
• An agile mindset
• A Pan African strategic mindset

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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.

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Opportunity

We are hiring a Construction Procurement Manager to join our Procurement team in Cape Town. An exciting role at the core of Maersk’s growth strategy has opened – we are actively investing into the development of world class end to end logistics capabilities. This will include the construction of several logistics hubs consisting out of cold storage, complex and simple fulfilment warehousing, refrigerated cargo staging facilities and depot capabilities.

This will be achieved by ensuring utilise the right architects, quantity surveyors, engineers, and developers to deliver on these world class facilities, at cost and on time. Simultaneously the right candidate will ensure we sourced the needed material handling equipment, racking and green energy solutions to ensure this truly are world class facilities.

Key Responsibilities

• Working as a Construction Procurement Manager you will be responsible to ensure all professional services and capex are procured on time and in full, to ensure the delivery of our planned logistics hubs.
• Driving Maersk’s vision of becoming a global integrator of container logistics and growing the company’s L&S footprint in Africa
• Managing your own work module independently, while being part of a team
• Solving problems in a structured and analytical manner
• Conducting tenders and negotiations independently
• Managing internal and external stakeholder relations

Who we are looking for

• Construction Engineer / Structural Engineer / Civil Engineer / Architect with experience in procuring services and capex related to the development of industrial logistics parks including warehousing and cold storage facilities
• Experience in solar and other green technologies
• Candidate will be a driven, self-starter who has the ability to deliver under pressure
• At least +15 years of experience in construction, including sourcing and management of tenders related to the construction of large industrial projects
• Strategic mind-set and an ability to create seamless and creative solutions to deliver on business objectives
• Outstanding professional performance, with strong personal impact with excellent communication and interpersonal skills
• Proven outstanding negotiation skills and ability to engage with suppliers and internal stakeholders and build meaningful relationships in order to deliver
• Work cooperatively with others across the organization to achieve shared objectives and to support team goals
• Aptitude for leadership and inspiring others to excel