Wednesday, 17 April 2013

Senior Sales Executive (External Sales) Vacancy at Maersk Nigeria Limited

Maersk Nigeria Limited - we offer the opportunity to work in a strong and versatile team, offering exposure to global sales and client management practices. As a Sales Executive covering West Nigeria market, you will be a vital part of the success of Maersk Nigeria Limited, developing and maintaining existing accounts as well as creating commercially interesting relationships with new customers.

Job Tittle:  Senior Sales Executive - External Sales

Key Responsibilities
1.Account Management
I.Customer relationship management
II.Schedule and execute customer meetings
III.Clearly mapping stakeholders and understanding their needs

2.Yield Management
I.Create and manage specific customer plans allowing Maersk Line to maximize its yield potential
II.Provide free time and demurrage/detention waivers within delegated mandates and only as/when required
III.Keep abreast of market developments and report relevant information to Trade & marketing and Sales/commercial Manager
IV.Proactively assist Finance and Customer Service in clearing outstanding invoices and longstanding containers respectively

3.Value Selling through Pipeline Management
I.Use Market Mapping to identify total potential volume for the customer
II.Qualify customer opportunities using:
•Uncovering needs framework, understanding the buying phases
•Using and understanding the Value Selling methodology
III.Build strong customer specific value propositions linking Maersk Line differentiators to customer’s pains or needs
IV.Actively use Maersk Line Customer Relationship Management (CRM) tool

4.Result Measures
I.Individual Volume Targets
II.Individual Revenue Targets
III.Value Selling Certification
IV.Continued use of Value Selling skills, tools and techniques
V.Sales Leads
VI.Customer acquisition

5.Sales Meetings/Activity Management
I.Prepare for Sales meetings with clear agenda and desired outcomes in the Customer Relationship Management (CRM) tool
II.Follow the Value Selling principles
III.Proactively document highlights of sales meetings addressing areas of concern. 

Who we are looking for
•Minimum 3 years work experience in a sales or commercial role. Shipping related sales role will be an added advantage
•Ability to prospect for new accounts or opportunities
•Proactive and assertive and Result oriented
•Ability to Grow and up-sell to existing accounts, focusing on growth and profitability
•Strong ability to qualify leads
•Possess good communication and interpersonal skills
•Successfully manage negotiation process
•Strong ability to develop winning customer value propositions
•Leverages internal and external financial data to build winning strategies and understand account economics
•Build and execute winning account strategies
•Build strong and lasting relationships at all levels, focusing on decision makers and influencers
•Build and maintain a strong network of customers
•Thoroughly understands customer drivers, needs and requirements
•Strong team player while taking responsibility for own performance
•Strong MS Office skills 


Application Deadline Date
Closes by 30th April, 2013.  

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