Senior AssociateAssistant Manager-Field Sales

Position:

Senior Associate/Assistant Manager Field Sales

Department / Location:

Sales & Commercial Kanpur

Line Reporting:

Territory Sales Manager/RSM

Matrix Reporting:

None

Hiring Date:

Last revision date:

January 2024

Purpose of the position

To develop prospect business in particular route pairings (country to country or trade to market pairs) within the DSV Trade Lanes and responsible for growing the assigned routes based on an aligned sales plan customer target list and personal KPIs.

• Handling pre-sales activities for Sales Team; following and obtaining customer feedback for with focus on region.
• Generating business for all the products Air/Sea/Custom clearance & Insurance.
• Achieve set individual GP & Volume target (Trade Lane & LCL)
• 15% of Budgeted GP & Volume should be from new Logos
• No of sales visits 60 and Min No of Joint Sales visits 5 per month to be done by the individual
• Keep positive frame of mind and help in maintaining working environment of branch.
• Ensure customers are provided with credit after proper verification.
• Responsibility for collection of payments from all the credit customers.
• Maintain & develop relationships with customers and help in enhancing business growth

Key Tasks

Sales Administration

• Process Inquiries for all the products (Air & Sea freight Origin & Destination charges)
• Preparation of Standard Operating Procedures - SOP/IOP in collaboration with internal stake holders and lead the account transition through a coordinated implementation with stake holders
• To ensure a mutually signed-off SOP is in place between client and organization within 2 days of account on boarding (signed-off has to be done by sales customer service & operations)
• Report Sales activity into the CRM tool
• 50 open opportunities from 30 customers in CRM
• Submit weekly sales visit plan to the line manager
• Pursue activities to achieve set KPIs
• Filling of CAF/SME as prescribed by the organization
• Any other task assigned by the management

Business Development

• To do Sales activity for DSV Air and Sea Pvt Ltd for the particular region.
• Build Business relations with Prospects & Existing customers by regular client visits.
• Follow-up on Quotations and obtain customer feedback.
• Negotiate and Close deals.
• Achieve set individual GP & Volume target set by management.
• Generate Sales leads for Overseas Branches

• To work towards achieving set Sales KPIs of the Branch.
• To jointly work with the team in Trade Lane development.
• To perform regular market surveys and gauge the market pulse and keep abreast with the moves of the Competition.
• To collect regular feedback from Customers to gauge Customer delight and effect improvement wherever necessary

Decision Making Authority

Authorities as delegated by the Regional Sales Manager / Territory Sales Manager in accordance with DSV standards and guidelines

Function / Market & Industry Knowledge / Business Acumen / Process working

• Good knowledge of our products and the global trade lanes
• Good knowledge of procurement and capacity management for air and ocean Profound knowledge markets trends and opportunities in various

Skills & Competencies

1. Taking responsibility & initiating action: Accepts responsibility for own actions and decisions; recognizes problems and takes initiative and calculated risks; works independently and takes on new responsibilities and/or additional work..

1. Solving problems & making decisions: Recognizes problems and recommends solutions; makes timely and quality decisions based on sound facts.

1. Focusing on customers: Develops relationships with customers; continually focuses on and responds to customers (external and internal) current and future needs; listens to and understands customer needs; deals with customer complaints effectively.

1. Working with others: Works as an effective and productive member of the team; acknowledges conflict and resolves interpersonal issues; respects other opinions and provides and shares information; uses informal relationships for support and as a resource.

1. Generating new ideas & embracing change: Demonstrates openness to new ideas; adapts to and supports change; comes up with useful ideas to improve the way we do things

1. 6) Delivering results: Is able to prioritize tasks and to plan and organize own work; delivers comprehensive results in an accurate reliable complete and timely manner; deals with obstacles and looks for solutions.

Educational background / Work experience

• 5 years of work experience (minimum)
• Gathering and analyzing of market data (various industries)
• Worked in an international company within a matrix organization
• Graduate/MBA

Language Skills