Senior Sales Executive

PURPOSE OF JOB

Based in the Midlands or South East, this hands on position for a self-motivated sales ‘hunter’ has key accountabilities around increasing overall TEU lift, revenue and yield (CM3). As well as maintaining and improving lift with and profitability of existing customers, widening the accounts base by prospecting for, landing and expanding new business.

To assist national sales management in leading and driving improvements in relation to Sales quality and productivity, and exceeding all set KPI’s.

To offer our clients a high level of communication at all times, and ensure HMM are offering them a quality service.

Other duties as required.

PRINCIPAL ACCOUNTABILITIES

Maintaining and growing existing accounts, and generating, prospecting, soliciting and closing new accounts leveraging HMM’s deep sea shipping and container logistics capabilities.

Sales:-

• Inside: contact and conduct initial discovery with customers principally via phone / email
• Outside: facilitate face to face meetings, present proposals and solutions, close business in person.

Independantly identify and generate new sales opportunities, also in collaboration with supporting Inside Sales staff.

Meet and exceed sales KPI’s and ensure CRM kept up to date.

Maintain a thorough knowledge of services, as well as related maritime rules and regulations. As required, liaise with National Sales Manager to create marketing or presentation material.

Build and maintain key internal and external stakeholder relationships, in order to improve company profitability and deliver high standards of service.

Create target lists and make pro-active telesales calls and sales visits.

In liaison with Head of Sales, identify and attend off-site meetings where required with customers Nationally.

Pro-actively communicate with customers over any service issues, and develop improvement plans with appropriate parties wherever  actions plans for improvement are required.

Monitor any SOP’s for related customers and review monthly.Writing and updating of all Standard Operating Procedures (SOP’s) related to job function (e.g. inside sales guidelines and procedures).

Minimum three sales calls, three times per week.

Create, design and execute sales training for inside sales functions in liaison with the other Senior Sales Executive and Head of Sales, and as directed by HMM GBR MD.

Support HMM GB management.

JOB CONTEXT AND CONTENT

HMM are a global transportation and liner shipping company.

The job holder will work closely with clients, and the Customer Services / Sales teams, transport team and other HMM agencies / departments as required.

They will need a strong understanding of services and any changes to regulations, and be able to manage people and drive projects where required to a high standard.

PROBLEMS FACED

Communications within an international business are always challenging.

The role requires focus,outstanding communication and influencing skills, strong negotiation skills, excellent sales and customer service skills

DIRECTION RECEIVED

Own initiative and instructions of line manager / MD.

WORKING CONTACTS

Externally; customers and occasionally suppliers.

Internally; HMM GBR Sales, CSR staff and Logistics, HMM European offices, global offices, EHQ Trade and Pricing teams, other EHQ departments, and other organisations as necessary.

PERSON SPECIFICATION

EDUCATION & QUALIFICATIONS: Batchelor degree or equivalent years of experience. GCSE must include Maths / English, with excellent numeracy.  Good Excel and Powerpoint skills essential.

BACKGROUND & EXPERIENCE: Aggressive, competitive, resilient attitude with a strong work ethic. Excellent people / communication skills, extensive mandatory experience in a shipping line forwarder related to Seafreight Sales. Evidence of a strategic orientation, relationship building, negotiation skills, and business acumen.

SKILLS & COMPETENCIES

Organisational skills; able to plan, good at juggling priorities and coordinating activities.

Initiative; alert to opportunities, self-starter, uses imagination to solve problems.

Adaptability; open minded, flexible to change, makes the best of new situations.

Business awareness; interest in the company’s’ needs as a whole. Ability to understand market, competition, commercial impact, and plan / budget accordingly.

Able to deliver high quality work to brief and on time.

Communication; Excellent interpersonal and inter-cultural communication skills, clear and concise speech, active listening, understanding of cultural differences. Ability to communicate effectively across all levels of a customer’s organisation including C-level.

Team-player; able to lead and/or work within a team or own initiative.

Analytical focus & numerical critical reasoning; attention to detail, uses logic to assess facts and draw appropriate conclusion, able to handle numbers easily, prepare stats and trends.

PLEASE NOTE:

This role requires frequent regional and national travel, youmust have a valid Drivers Licence to apply for this vacancy. 

We do not provide sponsorship visas to work in the UK, please ensure you have the right to work in the UK prior to applying for this role.