Vacant Position 9: Job Duties:

Transcription

1 Vacant Position 9: Manager Business Development Shanghai Region / Department: KAM & Sales /Working Location: Shanghai / address: Cn.sm.ccn.hr-recruit@dbschenker.com Responsibility for achieving pre-defined BD targets in Shanghai Leadership of the assigned sales team in Shanghai Drive business development by managing local BD team, identifying and gaining new customers and business opportunities for air, ocean, logistics and national distribution Development of sales strategy for field sales in alignment with North/Central China BD/KAM/VM strategy Manage, plan and coordinate strategic BD and customer related activities Provide territorial know-how of major customers, industries, market potentials & competitors Provide platform for sales teams to exchange market and customer information Identify and drive opportunities for sales campaigns jointly with PM and RDM Evaluate credit applications; manage accounts receivable and over-due payments Role as Shanghai BD escalation point for internal and external stakeholders University graduated or above Minimum 7 years work experience in Business development / Sales roles Management / Team leadership experience Minimum 5 years experience in an international logistics / transportation company, with significant amount of sales and business development exposure Well evolved leadership skills and sound understanding of sales processes Friendly, open and excellent interpersonal skills Positive and convincing attitude, motivated and eager to gain business Business development focused and strong selling ability Dedication to work and to getting the job done Strong communication, presentation and negotiation skills Ability to handle/manage conflicts with internal and external parties Fluent in written and spoken Mandarin and English Knowledge of International Trade and relevant Laws, Regulations, Process and Procedures, common IT tools, and CRM applications.

2 Vacant Position 10: Business Development Manager / Department: KAM & Sales address: Cn.sm.ccn.hr-recruit@dbschenker.com /Working Location: Shanghai / Make telephone calls and in-person visits and presentations to existing and prospective customers. Research sources for developing prospects and potential markets. Enhance pipeline creation. Develop clear and effective written quotations/proposals for prospects. Expedite the resolution for customer complaints, resolve customer difficulties in a timely manner. Coordinate sales effort with marketing, sales management, finance and product groups. Plan and organize personal sales strategy ensuring maximization of Return-on-Investment for the company. Provide management with oral and written reports on customer needs, market intelligence, competitive activities, and suggestions for potential new products and services. Keep abreast of market movement through reading of industry publications/news, and through regular collaboration with product management. Participate in trade shows and conventions. Devise creative, out-of-the-box ideas and present the ideas to management. Timely follow up on sales leads, ensure leads are answered and qualified/processed. Participate in RFQ/RFP. Ensure tenders are replied to within the time specified. Fulfill KPI targets in sales call, sales lead, pipeline and Gross Profit. Arrange and support joint sales visits with various business stakeholders, including overseas colleagues. Maintain up-to-date customer profiles in CRM system. University graduated or above Minimum 5 years experience in freight forwarding industry, experience with international freight forwarder preferred. Must demonstrate the ability to identify and contact decision makers through cold calls, research and networking with existing customers or other representatives in the industry. Must demonstrate strong communication and interpersonal skills to create business relationships, and strong presentation and negotiation skills to build a compelling case for our products and services. Must possess basic software aptitude to maintain up-to-date customer profiles in CRM system. Must demonstrate the commanding knowledge of international trade, and associated incoterms. Need to be a self-starter in this role to make the most of your leads and professional network. Fluent in written and spoken English and Mandarin 1

3 Vacant Position 11: Key Account Manager Healthcare / Department: KAM & Sales /Working Location: Shanghai / address: Cn.sm.ccn.hr-recruit@dbschenker.com With the support from Global/Regional Key Account Managers, create Customer Mapping, strategic Business Plan, Budget, engagement model for assigned Key Accounts Pro-actively align/engage with Global/Regional Account Managers, local PM and TM teams, to make contribution to Network RFQ s Identify business opportunities with assigned Key Accounts and take ownership/leadership in Country RFQ s Support Legal Team on Contract negotiations Manage and update Sales Pipeline and CRM Support and execute business implementation, including rate filing, SOP creation, Credit Application, etc. Have regular communications/business review meetings with Customers and pro-actively give feedbacks to internal stakeholders/colleagues, to ensure and continuously improve the service quality committed to the Customers Support Legal and OP Team to solve Claims and complaints from Customers with in-depth analysis and investigation, create Corrective Action Plans Follow and implement Company Credit policy, monitor and improve DSO status Create sales leads and share with the Schenker Network Support Vertical Market Manager for business development of the respective Vertical Market University degree or equivalent, preferred in Logistics, International Trade. Min. 3-year experience in a related position with good channel and major account success Good knowledge of assigned Industry/Vertical Market Fluent in written and spoken English. Good Presentation and Excel skills Inter-personal communication skill 2

4 Vacant Position 12: Assistant Manager Route Development / Department: KAM & Sales / address: Cn.sm.ccn.hr-recruit@dbschenker.com /Working location: Shanghai Support the Route Development Manager Southeast Asia, as business development interface for Schenker South East Asian Countries Strategic driver of the tradelane business development; Increase tradelane-specific business Establish and maintain communication, cooperation & target alignment with relevant trade lane partners and represent Schenker China Conduct strategic trade lane business analysis of the trade lane trade/commodity/volume/customer/competitor information Maintain tradelane-specific presentation and know-how pool (partner presentations, local rates etc.) Develop customer target lists in cooperation with trade lane partners Generate and manage (follow up) sales leads together with local (branch) field sales staff and support for success Support country sales teams for business related to your assigned tradelanes Develop and maintain own tradelane-specific customers Arrange joint calls and customer visits with Sales, Operation, Management personnel, and overseas counterparts Stimulate overseas partners and bilateral trade (push for attention and success) Support issue management and solution finding with Business Development/Vertical Market teams plus opportunities that are unrelated to the tradelane but related to decision makers nationality/cultural background Support global/regional tender projects and pricing request for major customers Support in tradelane-specific sales campaigns (flyers, initiatives, rates) in alignment with tradelane partners Measure business development and provide monthly reports. Perform any special duties and projects as assigned by the management University graduate Min. 4 years experience in an International company Forwarding/International Logistics experience preferred Previous Sales experience will be an advantage Fluent in written and spoken English and Chinese (Mandarin) Knowledge of International Trade and relevant Laws, Regulations, Process and Procedures Advanced knowledge of MS Office Suite [Excel, Powerpoint, Word] Excellent communication & interpersonal skills, attention to detail 3

5 Vacant Position 13: Business Development Executive (3) / Department: KAM & Sales Changchun & Shenyang / address: dorothy.li@dbschenker.com /Working location: Dalian & Position Overview: Gain business with new customers (close the deal!) and additional business with existing clients Own your customers and maintain/strengthen customer relationship Identify Air, Ocean, Land and Logistics business opportunities in the respective sales territory; Know your clients, their industries, market potentials, competitors Ensure account s receivables (DSO/overdue) are in control; manage credit applications for own clients Promote on the market of Schenker s leading position as global logistics provider Ensure operational excellence by complying with a quality control system based on the company s ISO 9001 standard. Achieve agreed annual volume target for Air Freight (KGS) and Ocean Freight (Units) Achieve agreed GP based on sub-regional targets Achieve max. Sales Calls (min. 75) per quarter Achieve max. Sales Pipeline (min. annual target volume x 10) Individual target (personal development, policies, disciplinary targets and specific sales behaviors) defined by sub-regional sales managers Achieve max. qualified sales leads (min. 15) for air, ocean, logistics and land transport per quarter Lead selling and provide business solution support to your customers Do frequent customer visits (customer penetration) to ensure positive market visibility Align with KAM/RDM and PM on the respective strategies Ensure twins system is always updated according to SOP Coordinate the resolution of business issued with stakeholders Ensure account s receivables (DSO/overdue) are in control; manage credit applications for own clients Actively communicate to clients & internal stakeholders on all customer related topics Perform any special duties or projects assigned by the management. Job requirements: Knowledge of common IT tools (MS Office suite, Customer Service Applications, Tracking + Tracing tools etc.) Strong presentation skills Proficiency in written and spoken business English and Mandarin Bachelor s degree or equivalent strongly preferred Minimum 2-3 years experience in international freight forwarding industry Knowledge of international trade and relevant laws, regulations, process and procedures 4

6 Vacant Position 14: Executive Field Sales / Department: KAM & Sales victor.yin@dbschenker.com / Working location: Tianjin/ address: Identify Air, Ocean, Land and Logistics business opportunities in the respective sales territory Gain business with new customers (close the deal!) and additional business with existing clients Own your customers and maintain/strengthen customer relationship Provide quotations and business solution support to your customers Know your clients, their industries, market potentials, competitors Do frequent customer visits (customer penetration) to ensure positive market visibility Align with KAM/RDM and PM on the respective strategies Create sales leads for overseas Update business pipeline constantly Ensure CRM system is always updated according to CRM SOP Coordinate the resolution of business issued with stakeholders Ensure agreed DSO/overdue levels are in control; manage credit applications for own clients Actively communicate to clients & internal stakeholders on all customer related topics Job requirements: Sound knowledge of logistic services (Sea, Air and contract logistics) Sound understanding of sales processes and consultative selling concept Knowledge of Chinese Trade and relevant Laws, Regulations, Process and Procedures Knowledge of common IT tools (MS Office suite, Customer Service Applications, Tracking + Tracing tools etc.) Fluent in written and spoken English and Mandarin Strong presentation skills University graduated or above Minimum 2 years experience in foreign freight forwarding company Strong Relationship Building ability Initiative Target and Result focus Business acumen Highly self-motivated Winning personality 5

7 Vacant Position 15: Executive Sales Support / Department: KAM & Sales / Working location: Beijing/ address: joyce.li@dbschenker.com Position Overview: Provide daily support to the Key Account Managers and Route Development Managers with regard to the international logistics operations and sales / business development. Act as key customer contact for pricing, and coordinate with KAM/RDM and traffic dept. to solve the shipment related matters to maintain and continuously improve the service quality. Develop and implement the SOP (Standard Operational Procedure) when the customer is set up and to update and maintain the SOP according to the client s demands. Coordinate with KAM/RDM for credit time application / maintenance and reporting. Provide quotation including RFQ to customer in line with the Global, Regional or Local contract agreements As the backup to take care of all customer related matters during the absence of Key Account Manager (leave /business trip / sick) Job requirements: Good communication skills in Mandarin and English Fluent in oral and written English Good knowledge of logistic services Good know-how of all MS Office tools University degree or equivalent, preferred in Logistics, International Trade Minimum 2 years working experience in freight forwarding company and previous experience preferable from Sales or Freight operation. 6