Inside Sales

Inside Sales

Department

Sales

Sub department

Central Sales or Special Cargo

Reports to

Manager Central Sales or Manager Special Cargo

Grade:

A. Career band:

Please choose between the below options. It is not possible to select multiple options

 Focus lies on Professional Expertise and Individual Contribution

 Focus lies on Management

# of direct reports:    _________________

# of indirect reports: _________________

B. Mission:

Describe below the primary purpose and function of this job. Why does the job exist in the company? 

Please formulate your answer as follows: which activities (a,b,c) will need to be completed in order to obtain the following results (x,y,z).

Develop and manage a customer portfolio in a specified geographic area in accordance with Agency Business Plan Management; Sell products and services related to it, while promoting Group image and values. The overall goal is to grow the business, improve the customer experience and increase the loyalty factor of small and medium sized enterprises (SME’s) through tele sales.

C. Key roles and responsibilities:

List up to 5 - 7 key roles and responsibilities of this job. Additionally, please indicate the percentage of time spent on a monthly basis for each role/responsibility.

Roles/Responsibilities

% of time spent

1. Account Management

• Overall result responsibility for a portfolio of SME accounts. This applies for all trades and for export, import and cross trade
• You reach potential and existing customers directly by phone (or other e-sales channels) to encourage them to buy company’s offers
• Plan and conduct phone calls in accordance with commercial plan, customer segmentation model and overall trade objectives
• Set sales targets for each customer and coordinate this with Trade Management
• Provide short term and long term sales forecast for portfolio
• Agree upon customer allocation needs and coordinate this with Trade Management
• Follow up on sales leads. Identify the commercial market opportunities and develop new business
• Ensure that each account have competitive rates on file at all times and that all agreed rates are filed correctly in Lara / relevant systems
• Submission of quotes and mini-bids/tenders
• Update sales tool kit
• Customer problem solving
• Open communication and strong interaction with Trade Teams (HO/Local) as well as with Sales Support Team

60%

2. CGM-CGM+ (VAS) Selling

• Sell Group products and services and Non-Maritime products (such as e-commerce, VAS, intermodal, CEVA) in compliance with the pricing policy
• Create transparency on initiatives taken to drive the sales of these products

10%

3. Finance

• Strive to the highest degree of invoice accuracy and ensure that outstanding invoices are paid within agreed timeframe with customer
• Manage that valid and updated credit agreements are in place at all times for those customers eligible for credit terms
• Assist with dispute solving which is contract/quote/filing related

10%

4. Performance Monitoring & Reporting

• Ensure update of commercial data in the information system
• Monitor and follow up on customers performance by using data analytics.
• Create high quality sales call notes and file them in CRM
• Identify customer’s volume potential and update this in Lisa MID
• Report results, developments and sales activities on a regular basis to Sales Management

10%

5. Meetings

• Sales meetings and sales/trade meetings
• Selectively participate in calls/meetings with Trade Management in HO Marseille
• Participate in  commercial events and develop a professional network within her/his commercial area

10%

TOTAL

100%

D. Financial responsibility:

Responsibility for an operational budget. If so, please provide an indication on the budget size (EUR)

Operational budget not relevant. Commercial goals and budgets to be determined and reflected in annual appraisal process.

E. SuccessFactors:

Please provide a list of the most relevant factors which determine the success in this position.

• Volume/revenue/contribution development
• Customer satisfaction and loyalty factor
• Incremental revenue streams generated from value added services and cross-selling
• Specific targets, success factors and KPI’s to be defined in annual appraisals

F. Job requirements and qualifications:

Indicate the minimum education and experience for this position

Minimum education:

  MBO (level 4)

Minimum relevant work experience:

Relevant working experience

Management experience

2-4 years

N/A

License/Certification/Qualification:

• Fluent in Dutch and English, and French is a preference
• Knowledge of MS Office software, CRM software and relevant CMA-CGM systems.
• Driver’s license

Skills / Competencies:

• Good communication skills (oral & written)
• Customer focused and result driven
• Building relationships
• Team player
• Decision quality and problem solving skills
• Excellent CMA-CGM product knowledge
• Strong negotiation skills, able to close sales
• Strong analytical skills
• Self-motivated and goal-oriented
• Maturity and excellent interpersonal skills
• Persuasiveness and patient

Other requirements:

• Sales related tasks as required by management
• Adhere to company guidelines and procedures