Sales Development Specialist Dominican Republic

Contributes to fulfillment of the Commercial Objectives by developing and managing a customer portfolio in a specified geographic area in accordance with Agency Business Plan Management; Promote and sell products and services and contributes to encourage Group image and values.

Responsibilities and Duties

• Participating in establishing the Commercial actions plan
• Plan and conduct commercial visit according to the commercial action plan and produce visit report in CRM (mainly commercial visits for Outside Sales / mainly phone calls for Inside Sales)
• Sell & promote Group Services and Non-Maritime products (ecommerce, VAS, CH (intermodal), CEVA…) in compliance with the pricing policy and supports digital platform.
• Identify commercial market opportunities and develop market shares and/or improve revenues according to commercial strategy
• Support with market information for VP Analysis (Vessel Profile Analysis) per trade
• Support with market information for Benchmark Analysis
• Update commercial data and customer feedback in CRM (ex-Opportunities (Pipeline), VAS & CH Opportunities, Activities, Sales Leads, contacts), as per weekly target
• Meet targets in SVPC (Sales Visits Phone Calls) and qualitative targets monitored in Analytics, as per weekly target.
• Deliver quotations/pricing requests to customers in correspondent timing, update of Aqua or LARA contracts of client portfolio prior to the expiration dates
• Relay to Sales Support other requests from customers to Customer Care
• Ensure follow up on her/his customers’ portfolio payments and contribute to recovering unpaid debt.
• Participate in commercial events and develop a professional network within her/his commercial area
• Ensure update of commercial data in the information system

Qualifications

• College degree in International Business, Administration or similar fields
• Minimum 2 years’ experience in the maritime industry
• Minimum 1 year experience in commercial positions in the maritime industry
• Intermediate-advanced English (conversational)
• Customer knowledge
• Sales techniques knowledge
• Knowledge of commercial policy and offers
• Financial and economic knowledge
• Business intelligence
• Commercial action
• Negotiation
• Problem-solving skills: Critical thinking, adaptability, collaboration
• Incoterm knowledge
• Operational marketing
• Commercial relation
  
  

Key Performance Indicators (non-exhaustive)

• Management Control: Control Volume & Uncontrolled Volumes versus targets (NOVA Business)
• Evolution of Market Share for all trades
• Prospects 6% target: Identification of New Clients to Expand Market Share (NOVA Business)
• Cross Sell leads/Opportunities according to budget (NOVA Business)
• VAS leads/Opportunities according to budget (NOVA Business)
• 100% Customer Portfolio Potential volume coverage (NOVA Business)
• 100% Target performance VS Budget (Customer Performance vs Budget)
• 100% Opportunities Portfolio coverage (NOVA Business)
• 100% Pipeline Execution for 30 days /150% Pipeline Execution for 90 days
• 100% AQUA Quotations with Shipping Opportunity (NOVA Business)
• Win Ratio: 10% to 50% max (NOVA Business)
• 100% Offer Coverage (NOVA Business)
• Quotations converted in Bookings (Quotation Dashboard)
• 9 Touch Points per week (Visits) (NOVA Business)
• Each visit with Minutes/ MoM (NOVA Business)
• Quality / Number contacts accurate by territories

Work Relationships

• Customers
• CMA CGM Agencies Staff (Local & Global)
• GKAM Global Key Account Manager
• CMA CGM Group Regional Office