Integrated Sales Manager, FMCG & Pharm & Healthcare

Job Description

The Vertical Sales Manager is a commercial customer-facing role that has overall responsibility for the commercial and financial development of targeted Solutions Customers portfolio, within a defined geographical scope and within one of our specific Verticals: FMCG & Pharma & Healthcare. The purpose of the role is to drive new business growth in both Maersk Ocean Freight solution and Logistics and solution business, and any other Maersk products, based on new Maersk platform. Focus will be on growing local brands customers or those enterprise with decision maker location sitting in China including HKG/TWN/Macao. The Vertical Sales Manager will be expected to build strong and healthy pipeline, and leverage with internal teams to boost sales performance and win profitable solution accounts. Using global strategic sales processes, timelines and tools to support RFQ preparation and response, solution design, value proposition development and client presentations will be our main focus.

Principal Accountabilities/Responsibilities

• Accountable for delivery of the Actual Gross Profit New Business targets from Maersk Great China in the specific Vertical (FMCG & Pharma & Healthcare) to achieve increased revenue and margin growth – while maintaining and growing existing business accounts through the addition of value-added tools, services and relationships.
• Accountable for securing new contracted customers for both Freight/Logistics & Services and other Maersk products through ongoing strong management of a robust sales pipeline. · Responsible for target customers’ RFQ preparation and responses, solution design, value propositions, client presentations, gathering Maersk capability information (case studies/references), maintaining information on what we do globally for clients today, and providing input on client requirements with unique solution proposals.
• Accountable for developing customer relationships with senior decision-makers and introducing them to key Maersk executives through well-planned and coordinated customer events and QBRs or other means. Able to demonstrate quantitatively how Maersk can bring customers’ strategies to life, while detailing specific qualitative competitive advantages of working with Maersk. · Responsible for ensuring the sales pipeline is updated properly with high data quality in SFDC, our sales performance management system, to ensure accurate reporting and analytics. Able to support and materialize sales leads from overseas sales and further develop for Great China profit.
• Accountable to make and drive key contributions in the process of developing and signing-off annual sales budgets, objectives and training needs to meet targets in gross profit, Conversion, Hit rate and support level.
• Accountable for ensuring that customized customer solutions are fully scoped, with robust pre- and post-sales engagements and commitment from internal pursuit team members, enabling flawless execution of the sold value proposition. All contracts and agreements for each customer solution to be vetted and authorised by all respective signatories from both internal and external parties, in line with Maersk corporate guidelines, policies, procedures and ethics.
• Accountable for the implementation and compliance of all relevant commercial ‘ways of working’ blueprints and all associated tools, including (where relevant) Account Management plans and Pursuit Plans, to continuously drive results from Existing and New Solutions Customers
• Accountable for supporting the resolution of reported Solution customer issues, including interventions with customers to resolve escalated issues.
• Accountable for also ensuring commitments to volumes are met (with proactive interventions in the event of deviation from agreements, and renegotiations thereafter, where necessary).
• Encouraged to build and leverage external network to bring increased awareness about Maersk’s global brand and specific capabilities in local markets, with a key focus on our global network and customer support.
• Accountable for ensuring that IOP/SOP’s / contracts / agreements for all customers within the Solutions portfolio are comprehensively documented, maintained and appropriately communicated to all relevant internal and external parties.

Skills & Experience

• 10+ years in a customer facing sales role within the logistics industry; passionate about engaging and serving customers
• At least 5 years Selling to MNC customers at the “Regional Director Level” experience is essential with ability to understand how supply chain solutions may be leveraged to deliver strategic intent across all functions of a client’s business
• An expert understanding of logistics and service (all products especially Supply Chain Management/Warehousing and Distribution/eCommerce) and Ocean/forwarding products, solutions, pricing and terminology, in the local market and industry. Experience in the latest Supply Chain Development solutions and offerings would be a plus
• Understands the competitive landscape, and can adjust approaches to customers as a result
• Proven track record of targeting, pursuing and winning large/midium opportunities, through both personal and collaborative selling efforts, in tendered environments through team work
• Strong presence and ability to communicate / present / consult with ‘C’ level decision makers · Familiar with solutions design and the complexity of matching client needs with flexible service offerings
• Proven track record in a matrix, multi-cultural organisation, building strong relationships and networking both locally and globally · Strong business acumen (ability to apply commercial and financial understanding of solution value to both customer and Maersk), with experience in the business development process, including client needs identification and solutions design
• Well-developed, confident communication, persuasiveness, influencing, presentation and negotiating skills
• Self-motivated and performance-driven; strategic thinking with both short- and long-term planning skills; strengths in time management with regards to managing multiple objectives and priorities
• Able to achieve results through result-oriented strategy, along with team-work, positive spirit cross-functional cooperation;
• Strong client retention and relationship-building skills from past and present experience in business development and sales exposure. Confident in offering consultative recommendations to clients that would results in long-term strategic value across business units
• Fluency in English and local language (where different) with ability to deliver clear communication on different organizational levels in both written and oral communications to gain buy-in and excitement with both internal and external stakeholders.

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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