Sales Manager - Sri Lanka

Menzell Döhle Lanka

Purpose

• Identify and convert revenue opportunities in Sri Lanka
• Ensure that the Sri Lankan Market is prospected for major to small prospects
• Ensure that the existing customer base is consistently measured for lost business and that it is effectively maintained with proactive sales contact on a regular basis
• Ensure that the sales targets along with effective performance management are consistently achieved
• Ensure that a high level of customer excellence is provided by a full follow up of customer service along with effective performance management
• Ensure that the entire range of Menzell Döhle Lanka Port Agency services are sold globally
• Ensure that the trading base of customers increases in size on a monthly basis
• Ensure that all customers’ enquiries, quotes and appointments are handled in a timely manner as per agreed process
• Ensure that the Sales revenue budget is achieved

Interrelations

The position reports to the Menzell Döhle Lanka director

Formal authorities

• To ensure the right prices are quoted to our clients when offering Port Agency Tariffs
• To manage all sales activities for our services in Sri Lanka
• To organise customer visits as per the company’s requirements

Main responsibilities

• To promote & sell Menzell Döhle Lanka, develop the current activities and seek constant growth to our commercial activities in your territory
• Actively promote business development for Menzell Döhle Lanka
• Overall responsibility of the day to day sales activities
• Visit customers that are beneficial to our company in the area as well as globally, where required
• Meeting the Company’s statutory and fiscal obligations
• Ensuring the sales performance meets the agreed Key Performance Indicators and targets set
• Liaise with Group Finance team on SOAs and manage the overall financial situation for your clients
• Provide a monthly report to the Global Development Director regarding your sales activities
• Seek continuous improvements in our CRM
• Act as Ambassador for Menzell Döhle Lanka seeking growth in our global business
• Prospect the market for customers promoting all available services; develop these accounts in a structured manner
• Retain existing customers through regular sales contact and professional relationship building
• Ensure that all enquiries are followed up in a timely fashion
• Make sure that enquiries subsequent to a sales call are handled professionally
• Participate together with the responsible manager in negotiation of rates with local & overseas clients focussing on our Key Global Partners
• Ensure to collect and provide necessary information from clients & pass on to port operations and commercial divisions in Hamburg so as to enable them to send out feedback in a timely manner
• Timely collection of customer dues related to your sales activities, while ensuring zero unapproved credit
• Weekly Sales Activity Report to be submitted to Global Development Director every Monday
• Monthly Sales Report to be to be ready in the specified format and supplied to those interested on a monthly basis
• Build and develop the Prospect List of accounts and upload in CRM
• Ensure that the Prospect List is built and developed with periodical follow up
• Complete regular evaluations on proactive actions/customer feedback for improvement
• Use Customer Feedback to ensure that continuous improvement is measured through process compliance and entered in the CRM system

Accountabilities

The Sales Representative will be measured against:

• Number of clients gained per quarter in each location
• Increase in EBIT for every new client obtained, year on year
• Total amount of leads generated in other Menzell Döhle Global Port Agency Countries
• Learning and growth through competence development
• Business growth and development in Sri Lanka

Main Qualifications

• Native local Speaker
• Fluent in English speaking, reading and writing
• Have a valid driving license
• Have a clean police conduct report
• At ease with the latest IT solutions and able to handle smart phone technology
• Have at least 3 years sales experience, preferably in the port agency industry with evident success
• Strong interpersonal skills and customer relationship building skills
• Ease to communicate effectively and clearly
• Ability to multitask and work under pressure
• Strong attention to detail
• Reliable, enthusiastic and professional attitude
• Confident in relating to different organisational levels
• Available to work outside normal working office hours, many times under stressful situations
• Ability to work on own initiative
• Organised, disciplined and strong personality
• Result oriented

Process Involvement

• Extensive use of CRM
• Use of Alaska Port System
• On line search engines and platforms