Field Sales Manager

Mô tả công việc

Work place: HCMC and HN
Salary: 1500 – 2500
This position will manage and develop regionally the assigned Key Accounts (KA) in line with the Account Plan to meet the objectives of growth and profitability
The primary purposes of this role are:
i) To take overall country development responsibility of the assigned KAs and increase the share of wallet
ii) To promote and sell differentiating Industry Solutions based on Panalpina’s products and Supply Chain Solutions
iii) To increase relationship stability by diversifying product offerings and developing multi-level contacts relationship between KAs and Panalpina main stakeholders
Key Tasks:
1. Sales Management
• Owns the customer and coordinates with the regional team of Regional Key Account Manager(s) and Regional Traffic Controller in the various geographical areas
• Diagnose KA Supply Chain set up and identify Supply Chain Solutions opportunities. Develop and prepare strategic investment proposal in close cooperation with Regional Head of SCS and Regional Head of IV.
• Develop and Execute Key Account Plan
• Increase share of wallet and profitability to achieve KA’s global development objectives
• Build a pro-active sales approach based on the customer needs and the Unique Selling Propositions of Panalpina
• Ensure full adherence of KA SOP across the organization
• Take regional lead role and actively participate to GKA RFI & RFQ opportunities
• Prepare RFI & RFQ Post-Mortem analysis and share with Tender Management, Products and any other relevant internal stakeholders
• Work and cooperate with relevant Regional and Country functions to secure and further increase customer satisfaction
2. Customer Relationship
• Build up and further improve all geographical customer relationships with the respective KA team and participate in all relevant meetings with the customer in order to position Panalpina accordingly.
• Develop global multi-level contacts between customer and Panalpina for proper reciprocal function interfaces
• Act as a mediator between KA, Panalpina and suppliers, assuring the KA team is the focal point for escalations
• Proceed to thorough KA regional potential identification and regular update across all KA logistic spends. To be used to update share of wallet and drive development priorities on Account Plan.
• Gather global Strategic Forecast from KA and is responsible to communicate and update space requirements to relevant Product Organizations on Quarterly basis minimum.
3. General Management
• Display strong leadership both externally towards Customer and internally towards Key Account Management team,
• Engage and interact with Regional and Country Management (MD/HMS),
• Close and regular alignment between Regional Key Account Manager) about the leadership and other business aspects ensure full adherence to CRM process
• Supervise Traffic Controller global data input quality & quantity controlling on KA and address quality issue to relevant internal parties when occurring
• Is responsible for timely & proper handover of business implementation to BIM
• Ensure the timely measurement of the agreed and committed KPI’s towards the customer. In case of major deviations a continuous improvement process should be triggered pro-actively (addressing to operations, product or requesting a solution approach, depending on the gravity of the deviation) in alignment with the Regional Account Manager