Head of Integrated Sales, FMCG/Cold Chain/Healthcare & Customer Acquisition

Job Description

Purpose of the Role

Oversee commercial and sales activities within the FMCG, Cold Chain & Healthcare verticals. Report directly to the Area Head of Sales, ensuring the achievement of targeted growth and the enhancement of sales operational excellence through effective sales leadership and specialized vertical expertise.

Lead and manage the Customer Acquisition team within a defined geographical area. Drive strategic customer acquisition efforts aligned with commercial goals, ensuring growth in new business volume, revenue, and market share.

Responsible For

Delivery of Growth Targets

• Lead and set direction for the sales team according to budget – both on delivering ocean volume and growing revenue and optimizing profiles.
• Coach and drive the team to sell and grow non-ocean activities including supply chain and local products.
• Define and set targets for sales incentives together with Sales FBP.

Strategic Business Development

• Define and execute regional strategies to identify and convert high-potential prospects into programme customers.
• Guide and support Customer Acquisition team in outbound pipeline, pipeline management, and opportunity qualification.

Customer Engagement

• Develop and implement effective customer engagement strategies, cultivating strong partnerships with customers.
• Actively monitor local NPS with the vertical and drive local improvement to improve customer satisfaction.
• Build and maintain senior-level relationships with key prospects.
• Guide Customer Acquisition team in tailoring value propositions and presentations to customer needs.

Stakeholder Management

• Develop and maintain robust relationships with key internal stakeholders and decision makers to facilitate effective collaboration within a matrix organization.

Leadership & Coaching

• Provide leadership, coaching, and performance management to team.
• Manage team engagement.
• Ensure consistent execution of acquisition strategies across the region.
• Ensure succession plans are in place for key roles including own role.

Accountable For

• Volume
• Revenue
• Customer and industry insights to drive product development
• Engagement and people development
• Sales productivity
• New Business Volume & Revenue for the geographical area.
• Lead Performance & Conversion Rates.
• Customer Satisfaction (NPS) for newly acquired customers.

Key Capabilities

• Vertical expertise
• Strategic thinking
• Leadership
• Commercial skills
• Sales management experience
• Negotiation skills
• Strong CL experience is preferred
• Logistics and supply chain knowledge

Maersk is committed to a diverse and inclusive workplace, and we embrace different styles of thinking. Maersk is an equal opportunities employer and welcomes applicants without regard to race, colour, gender, sex, age, religion, creed, national origin, ancestry, citizenship, marital status, sexual orientation, physical or mental disability, medical condition, pregnancy or parental leave, veteran status, gender identity, genetic information, or any other characteristic protected by applicable law.
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