Sales Representative – India

Menzell Döhle Global Port Agency

Purpose

• Identify and convert revenue opportunities in India.
• Ensure that the Indian 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 Global Port Agency services are sold in India.
• 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 Global Development 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 India.
• To organise customer visits as per the company’s requirements

Main responsibilities

1. To promote & sell Menzell Döhle Global Port Agency in India, develop the current activities and seek constant growth to our commercial activities in your territory.
2. Actively promote business development for Menzell Döhle Global Port Agency.
3. Overall responsibility of the day to day sales activities.
4. Visit customers that are beneficial to our company in the area as well as globally, where required
5. Meeting the Company’s statutory and fiscal obligation
6. Ensuring the sales performance meets the agreed Key Performance Indicators and targets set
7. Liaise with Group Finance team on SOAs and manage the overall financial situation for your clients
8. Provide a monthly report to the Global Development Director regarding your sales activities
9. Seek continuous improvements in our CRM
10. Act as Ambassador for Menzell Döhle Global Port Agency in India seeking growth in our global business
11. Prospect the market for customers promoting all available services; develop these accounts in a structured manner.
12. Retain existing customers through regular sales contact and professional relationship building
13. Ensure that all enquiries are followed up in a timely fashion.
14. Make sure that enquiries subsequent to a sales call are handled professionally
15. Participate together with the responsible manager in negotiation of rates with local & overseas clients focussing on our Key Global Partners.
16. 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.
17. Timely collection of customer dues related to your sales activities, while ensuring zero unapproved credit.
18. Weekly Sales Activity Report to be submitted to Global Development Director every Monday
19. Monthly Sales Report to be to be ready in the specified format and supplied to those interested on a monthly basis.
20. Build and develop the Prospect List of accounts and upload in CRM.
21. Ensure that the Prospect List is built and developed with periodical follow up
22. Complete regular evaluations on proactive actions / customer feedback for improvement.
23. 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 India.

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