Job Function : Marketing and Sales
Full-Time / Part-Time : Full-time
Business Development Manager / Specialist Penang
Surname / Name : Department / Location :
Department / Location : Marketing & Sales / Penang
Substitute : Line Reporting :
Line Reporting :
Business Unit Head of Sales Penang
Matrix Reporting :
Country Head of Marketing & Sales Malaysia
Hiring Date : 01.04.2018
Last revision date : Purpose of the position
Purpose of the position
Achieve sales plan objectives with clients, promoting and selling PA's products and solutions, generating profitable growth and initiating strengthening customer relationships.
Emphasize relevant unique selling propositions when interacting with customers.
Generate business with assigned target customers according to the sales plan. Create and implement visit plan. Create and update quotations.
Nurture long-term relationships with assigned clients to ensure customer retention and increased share of wallet. Ensure regular reporting as required by the customer.
Define best practices and success stories from existing customer portfolio and share knowledge with relevant stakeholders.
Inform Product and / or IV about market and industry relevant customer information and requirements.
Verify customer's credit worthiness with finance. Mitigate liability issues together with legal.
Ensure adherence to all relevant policies (including the Panalpina code of conduct) and processes (e.g. sales planning and review) within the sales organization.
Ensure the regular, correct use of all relevant customer applications, especially CRM.
Ensure that consistency and high quality is achieved and maintained.
Ensure proper handover of business to implementation teams, working in close collaboration with BIM teams to achieve successful handover (implementation) between Sales and Operations.
Decision Making Authority
Selling rates based on IMS policies regarding customer selling rates.
Function / Market & Industry Knowledge / Business Acumen / Process working
Functional experience in air / sea / SCM.
Local market knowledge (customers, competitors, suppliers).
Expertise and professionalism in customer contacts, understanding of customer requirements, analysis and resolution of problems and complaints.
Self-management (Planning, Organizing & Goal Setting, Execution).
Able to manage cross-functional interfaces (Operations and ISPs).
Able to successfully execute the sales process.
Relationship building and maintenance capabilities.
Strong presentation and negotiation skills.
Ability to coordinate efforts / resources within and across boundaries to deliver goals
Ability to work with different cultures and to manage cross functional interfaces
Ability and willingness to effectively live and manage the matrix organization
Ready to take personal accountability for achieving individual and shared goals
Ability to set robust plans well in advance and to initiate action to move projects forward
Planning & Organizing (Ability to prioritize, plan, assign & control)
Time management (monitoring performance against deadlines and milestones)
Act as a Role Model for Corporate Values and fully adhere to the Code of Conduct
High commitment and positive attitude in the face of setbacks and obstacles
High stress level (Ability to work under pressure and deal with tight deadlines)
Be authentic, approachable, open and honest.
Educational background / Work experience
Diploma in Business administration / supply chain / commercial background.
Sales experience within our industry (minimum 2 years).
Fluent spoken and written English is mandatory.
Computer literacy in Words, Excel, PowerPoint & Outlook is essential.