Maersk Line External Sales

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1 Maersk Line External Sales Reporting to: Sales Manager Title: Sr. Executive/Asst. Manager Department: Sales Location: Gurgaon/Ahmedabad/Chennai/Bangalore/Cochin/Mangalore/Mumbai Nature and Scope: To deliver volume and yield targets of his/her own while remaining focused on relationship building. To share responsibility for location budget with other sales channels. To manage sales pipeline, segmentation, and accurate forecasting. To monitor performance against KPI and take corrective action where necessary. To own and develop his/her allocated customers. Major Accountabilities: Sales Process Manage the selling process to external customers, including pricing contract negotiations. Pro-actively search, qualify, develop and engage in new customer relationships. Identify account needs, opportunities and key buying factors for existing customers, and formalize those into account plans and strategies. Ensure full penetration into and mapping of customer organization. Seek to continuously improve customer satisfaction.

2 Customer Relationships Own the overall customer relationship for existing customers, as well as potential new customers Establish strong, multi-level, win/win relationships with new and existing customers (including main decision makers and influencers) Post Sales Support Actively engage with Customer Service team to ensure customers know relevant contact points in case of service failures. Provide service support and claims resolution for extraordinary issues. Key Metrics Individual Yield Individual Volume Operations Cost Recovery Customer Satisfaction Survey results for accounts owned Sales Excellence and Insight adoption Experience: We are looking for candidates with 2-7 years of experience, preferably in the container shipping/logistics industry. Applications of candidates from pharma/automobile/fmcg and other allied manufacturing industries will also be considered. The ideal candidate would possess the following skills: Result orientation Hunting sales skills Best practice sales process knowledge (e.g. account planning, contract negotiations) Strong Customer knowledge Good market and product knowledge Ability to approach prospects for new accounts or opportunities Ability to grows and up-sell to existing accounts, focusing on growth and profitability Strong ability to qualify leads Strong ability to develop winning customer value propositions Successfully manage negotiation processes Ability to build a strong and lasting relationship at all levels, focusing on decision makers and influencers Build and maintain a strong network of customers Understanding of customer drivers, needs and requirements Builds and execute winning account strategies Education: MBA in Marketing preferred

3 A.P. MOLLER - MAERSK GROUP ABOUT A.P. MOLLER - MAERSK The A.P. Moller - Maersk Group comprises A.P. Moller - Maersk A/S and subsidiaries based in Copenhagen, Denmark. The Group has developed into a global company, employing about 115,000 people in around 130 countries. The Group is involved in a wide range of activities within the Transport, Energy, Offshore, Retail and Manufacturing industries. Our consolidated revenue in 2009 was USD 48,522 million. The Group result for the first half of 2010 is USD 2.5 billion, with a profit of 1.2 Billion. The Group ranked 147 on the Fortune Global 500 list for BUSINESS ACTIVITIES Container shipping and related activities A market leader in worldwide container services, logistics and terminal activities under the brand names Maersk Line, Damco and Safmarine. Maersk Line and Safmarine operate more than 500 container vessels. APM Terminals APM Terminals - develops and operates container terminals and port related activities across 34 countries, with headquarters in Rotterdam. Tankers, offshore and other shipping activities Offering solutions for the transport of crude oil, refined products and gas; drilling, production, salvage and towage activities, as well as door-to-door transport and inter- European freight and passenger transport under the brand names Maersk Tankers, Maersk Supply Service, Maersk Drilling, Maersk FPSOs, Maersk LNG and Norfolkline. Oil and gas activities Maersk Oil participates in production activities in Denmark, Qatar, United Kingdom, Algeria and Kazakhstan. Retail activities Retail activity, comprising supermarkets and hypermarkets in Denmark, Germany, United Kingdom, Poland and Sweden. Dansk Supermarked incorporates, among others, the Føtex stores, the Netto stores and the Bilka hypermarkets. Shipyards, other industrial companies, interest in Danske Bank, etc Includes shipyard in Denmark, Star Air engaged in contract parcel flying in Europe. The segment also includes a 20% interest in Danske Bank.

4 MAERSK LINE ABOUT MAERSK LINE With a turnover of approximately USD 20 Billion, Maersk Line is one of the leading Shipping Liner companies in the world, serving customers all across the globe. Maersk Line has close to 16,500 employees across 325 offices in more than 125 countries in which it operates. As a leading provider of container shipping services, Maersk Line s vision is to create opportunities in global commerce. Maersk Line helps customers source goods from anywhere in the world, creating efficiencies in their supply chains, and making it possible for commodities to reach new markets more quickly. Maersk Line in India and Sri Lanka is the leading container shipping line in the region with footprints across 16 offices and close to 400 employees covering all major locations and cargo hubs. Maersk Line sets the standards in ensuring continuous and consistent reliable and quality service to its customers and is regarded amongst the most reliable carriers in the world. Vessels & Containers The Maersk Line fleet currently comprises of more than 470 container vessels and over 1,900,000 containers TEU*; which ensures reliable and comprehensive worldwide coverage. (*Twenty foot Equivalent Unit a 20 foot long container) Sustainable Operations We believe that sustainable development is essential for society and business to thrive and grow. And we are convinced that a sustainable business will provide new business opportunities. We are therefore committed to integrating sustainability in all our business operations and making our performance transparent to our stakeholders. Maersk Line has set a goal of a 20% reduction of CO2 per container transported by In 2009, Maersk Line was named Sustainable Shipping Operator of Highlights Maersk Line s ocean-going vessels are among the most modern and environmentally friendly, ensuring a smooth and safe voyage for the cargo. Maersk Line supplies containers in different sizes and types from straightforward dry boxes to state-of-the-art controlled atmosphere reefers. Maersk Line is today one of the world s leading carriers of refrigerated cargo. Its large fleet of reefer containers, combined with a global service network, ensures it has the resources to satisfy the needs of our customers. the Year, by the publication Sustainable Shipping, for its work on engine flexibility, which has been shared with suppliers and competitors to reduce CO2 emissions. Nearly all business units have completed environmental strategies in 2009, including targets for the reduction of CO2 emissions.

5 MAERSK LINE INDIA The AP Moller Maersk group is present across all touch points of the shipping value chain in India through: Container Business - Maersk Line and Safmarine Forwarding DAMCO Terminal Activities APM Terminals Gateway Terminals India Gujarat Pipavav Port Limited Container Inland Services Global Services Centre (GSC) captive back office CONTAINER BUSINESS MAERSK LINE The Maersk Line India Cluster is split into 4 Regions based on service location/coverage. We have 18 offices across locations. India (3 Regions - West, South-East & North) Sri Lanka (1 Region) Maersk Line India is the market leader with: The single largest service coverage among shipping lines Most mother vessel calls among all container carriers ex-india Maersk Line 1. Sales 2. Customer Service 3. Operations 4. Human Resources 5. Finance 6. Trade and Marketing

6 Our Values Maersk India is a part of the A.P. Moller Maersk Group, with which we share the same values and business principles - to be a world-class group, known and highly respected. An attractive business partner and employer, and a good corporate citizen. Our core values include: Constant Care - Take care of today, actively prepare for tomorrow Uprightness - Our word is our bond Humbleness - Listen, Learn, Share, Give space to others Our Employees - The right environment for the right people Our Name - The sum of our values, passionately striving harder Our reputation and success depend on the way we fulfil these values while conducting our business. Maersk Learning and Development Investment in education and training is imperative for the A.P. Moller-Maersk Group. Over the years, we have implemented and constantly updated our training system, which is specifically directed towards meeting the particular requirements of an international and global organisation. The AP Moller Maersk learning philosophy prescribes that approximately 70% of an employee's development must come from on-the-job experiences, 20% from interaction and with others and 10% from courses and training programmes.in India, we would like to move from the mindset of traditional classroom training and instead focus on the way of continuous learning. Apart from the robust online learning portal, which caters to a lot of training needs in an easy to understand manner, we also conduct off-site and on-site training programs catering to specific development needs of the individual. Career Management Maersk India has a robust internal job portal system which is a platform for company and group employees to apply for available job opportunities. Applications are evaluated on criteria of merit and the selection procedure mirrors the external recruitment process.