Sr Mgr Sales Execution

Essential Functions:
• Guides, coaches and supports the Sales team
• Performance management to aligned target and strategies are meet
• Ensures that the sales territory meets or exceeds volume/revenue/contribution objectives
• Effectively communicates all account specifics to the Customer Service and Sales departments to ensure top
level service and competitive pricing
• Process improvement based on feedback from stakeholder and customers
• Makes joint sales calls with sales staff to ensure quality representation and proper customer approach
according to sales manual standards
• Develops commercial strategies to increase business
• Assists staff with the development of their personal goals/budget
• Makes certain that all departmental and functional training requirements are fulfilled
• Ensures consistent application of Hapag-Lloyd policies to all personnel actions

Job Specification (knowledge, skills and abilities normally required for competent performance in the job):
• Coach and develop others through self-reflection and/or knowledge sharing.
• Shows persistent enthusiasm in customer interactions. Questions potential customers to determine and
anticipate their needs. Uses customer feedback to improve overall future customer service and translates
customer's business needs into strategy.
• Listens to and understands customer (both internal and external); anticipates customer needs; gives high
priority to customer satisfaction. Continually searches for ways to improve customer service; seeks feedback
from customers; impresses customers with exceptional service or work. Demonstrates knowledge of the
customer's business.
• Recognizes and attends to multiple facets in issues and problems. Uses a logical and systematic approach to
analyze unfamiliar issues and problems. Assembles relevant information from multiple sources.
• Makes sound decisions in ambiguous situations not covered by explicit rules by applying general principles
and guidelines. Adjusts decisions to meet with changing circumstances or new information. Provides well
thought out rationale for decision.
• Actively shares information with others. Reinforces people for contributing ideas and opinions even when their
views are at odds. Shows human side by admitting mistakes.
• Actively attends to what others are saying. Readily grasps key points in verbal communications. Restates
verbal communications in own words to ensure accurate understanding.
• Grasps concrete information with complex interrelationships. Understands and applies abstract concepts.
Appears to enjoy conceptual problems. Accurately applies learning to situations with the same underlying
principles but different cues.
• Shows interest in matters and events outside his/her technical specialty. Stays informed on business issues.
Places emphasis on improving skills.
• Communications are well organized, clear and concise. Emphasizes key points to ensure communications are
understood by others. Uses the vocabulary and level of technical complexity that will give the audience the
knowledge they need. Uses appropriate gestures and body language. Responds directly an appropriately to
questions from others. Uses open ended, non-threatening questions to elicit information from others.
• Readily comprehends written information in area of technical expertise. Composes effective and professional
written communications and documentation for non-routine and/or technical matters. Presents information
and ideas in a systematic and logical sequence of writing.
• Appears confident and composed when speaking formally on new topics in front of a group. Responds
directly and appropriately to spontaneous questions from the audience. Uses audio-visual aids effectively to
underscore points.
• Makes commitments with caution, assuring that commitment will not cause inconvenience. Usually shows
consistency between words and actions. Adheres to sound business ethics-does not oversell own services or
make disparaging comments about others. Tells the truth and is trustworthy.
• Uses word processing software efficiently and effectively. Uses spreadsheet software as a tool for tracking
work. Uses other software appropriate to work demands and effectively applies other components of
MSOffice required by the job.
Supervisory Responsibility:
Generally responsible for managing employees within the Sales Execution Department.

Minimum Qualifications:
University Degree and 5 years of experience in Sales or the equivalent combination of education and experience.
Possesses specialized knowledge of 5 or more years and /or 2 years in a broader functional area.
Valid driver's license required.

Working Conditions:
The physical demands described here are representative of those that must be met by an employee to successfully
perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with
disabilities to perform the essential functions.
While performing the duties of this job the incumbent is regularly required to sit, talk and hear. The incumbent
regularly uses hands and fingers in the course of daily job duties, including the use of a personal computer. The vision
requirement includes close vision. May incur mental stress due to time deadlines, pressures and demands from both
internal and external sources. This position requires travel and work, in and outside, normal working hours.

RESPONSIBILITIES
• Lead, mentor, coach, develop and support a team of high-performing Account Executives to deliver consistent results and ensure high performance of the retail industry vertical.
• Develop and practice celebrating team wins in new and innovative ways.
• Make joint sales calls with sales staff to ensure quality representation and proper customer approach according to sales manual standards.
• Provide staff with guidance in handling difficult or complex problems and in resolving complex, escalated complaints or disputes.
• Assist staff with the development of their personal goals and budget.
• Drive the hiring and performance management process.
• Ensure all departmental and functional training requirements are fulfilled.
• Develop commercial strategies to increase business.
• Manage the effectiveness of new business, retention, and account growth sales efforts, and ensure that they are aligned with the overall business objectives.
• Ensure that the sales territory meets or exceeds volume/revenue/contribution objectives.
• Effectively communicate all account specifics to the Customer Service and Sales departments to ensure top level service, competitive pricing and process improvement based on feedback from stakeholder and customers.
• Ensure consistent application of Hapag-Lloyd policies to all personnel actions.

Ensure consistent application of Hapag-Lloyd policies to all personnel actions.

QUALIFICATIONS
• Bachelor's Degree and 5 years of experience in Sales or the equivalent combination of education and experience.
• Possess specialized knowledge of 5 or more years and/or 2 years in a broader functional area.
• Generally responsible for managing employees within the Sales Execution Department.
• Exhibit excellent communication and organizational skills by understanding, acquiring new skills, making requests, asking questions, and relaying information with ease.
• Excellent customer service.
• Business Acumen.
• Choose appropriate vocabulary and level of technical complexity in communicating to different audiences the knowledge they need.
• Compose effective and professional written communications and documentation for non-routine and/or technical matters.
• Present ideas in a systematic and logical sequence.
• Maintain trust by seeking truth and speaking it to others.
• Experience with State of the Art Customer Relations Management software (CRM).
• Proficient using MS Office word processing and spreadsheet software.

• This position requires travel and work, in and outside, normal working hours. Valid driver's license required

WORKING CONDITIONS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job the incumbent is regularly required to sit, talk and hear. The incumbent regularly uses hands and fingers in the course of daily job duties, including the use of a personal computer. The vision requirement includes close vision. May incur mental stress due to time deadlines. May need to lift up to 15 pounds at times.

This job description describes the minimum job requirements. This description is illustrative and does not imply that the functions outlined below are the exclusive standards of this position. Incumbents will be expected to follow additional instructions and perform other related duties as required.

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