When you work in Freight Logistics and Operations at Kuehne+Nagel, you play a key role in optimising processes and ensuring that inventory and shipments move efficiently.
Your work also helps ensure that vital medicines reach patients on time and supports other essential deliveries, from wind turbines to semiconductors.
At Kuehne+Nagel, our contribution counts in more ways than we imagine.
You will be part of our Air Logistics team, adding your market knowledge along with your development expertise + skills to the delivery of business development + growth.
As a Senior Commercial Salesperson, you will play a crucial role in driving business growth within our organization.
Your primary focus will be on larger accounts/Vertical focus under business unit (BU) responsibility and/or global account (GA) where local support from the GA structure is not available.
Main mission is hunting new businesses but your portfolio will as well have farming accounts.What we would like you to bring
Account Management:
Manage and nurture relationships with existing clients, ensuring their needs are met and fostering positive business connections.
Perform analyses for both existing and potential customers to identify opportunities for growth, mapping in corelog via account intelligence.
Maintain a strategic approach towards accounts and opportunities, focusing on specific lanes within a customer opportunity to maximize the likelihood of business conversion under strategical based analysis on relationship level, customer struggles, needs in specific lanes/bundles and solution based.
Lead business reviews for accounts on regular basis, with support from other stakeholders in the BUsRegular customer facing activities to further strengthen the relationship and further understand customer`s and businesses` requirements to properly translate it into pricing and solution.
New Business Development:
Proactively seek out and engage customer prospects.
Present, promote, and sell our products and services using compelling arguments.
Conduct needs analyses to tailor solutions that meet customer requirements.
Reach out to potential leads through cold calling and other channels.
Collaboration and Stakeholder Engagement:
Liaise with various stakeholders within the air logistics department to maximize business conversion.
Engage in early stages of Requests for Quotation (RFQs) to position our offerings effectively.
Account Assignment:
A reduced number of accounts will be assigned to you, as it is expected that ZA-DK portfolio will comprise of larger accounts with higher potential.
While hunting for new business is your primary focus, maintaining existing client relationships (farming components) remains part of your overall portfolio.
Main sales KPIs:
Minimum Customer Visits:
Aim for a minimum of 20 customer visits per month. While virtual meetings are acceptable, we strongly recommend prioritizing face-to-face interactions. Ensure that all visit reports are diligently recorded in Corelog.
New Account Visits:
For newly assigned accounts, visit and register a visit report in Corelog within 45 days of assignment.
Account Intelligence:
Prior to any engagement with a business unit, ensure that account intelligence is registered in Corelog.
Tender Phases:
Ensure strict adherence to global air logistics pricing guidelines during all tender phases, including the launching of forecast, pre-launch, pricing/submitting, and closing phases.
Follow all engagement activities outlined in the pricing guideline for each phase.What's in it for you
This role is designed for individuals who thrive through process improvement and standard management structure and performance management to organization ready for future.
They will be someone who has a full knowledge of the respective product under their responsibility and be able to speak about with confidence and commitment.
They must be focused on their targets with the aim to exceed these where feasible.Who we are
Logistics shapes everyday life - from the goods we consume to the healthcare we rely on.
At Kuehne+Nagel, your work goes beyond logistics; it enables both ordinary and special moments in the lives of people around the world.
As a global leader with a strong heritage and a vision to move the world forward, we offer a safe, stable environment where your career can make a real difference.
Whether we help deliver life-saving medicines, develop sustainable transportation solutions or support our local communities, your career will contribute to more than you can imagine.
We kindly advise that placement agencies refrain from submitting unsolicited profiles. Any submissions of candidates without prior signed agreement will be considered our property and no fees will be paid.Show more Show less
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