Senior Sales Executive - Lagos

Job Title: Senior Sales Executive
Ref: ML-021046
Location: Lagos

The A.P. Moller - Maersk Group is a worldwide organisation with about 108,000 employees and offices in around 140 countries.

In addition to owning one of the world’s largest shipping companies- Maersk Line, the

Group is also involved in a wide range of activities within the energy, shipbuilding, retail and manufacturing industries.

Maersk Nigeria Ltd. is an agent for Maersk Line which is a part of the A.P. Moller-Maersk Group. It’s presence in Nigeria spans 25 years with a market share of 32% (January 2013), Maersk Nigeria is represented in Lagos, Port Harcourt, and Kano and oversees the business activities in Togo, Benin Republic, Ghana and Niger as the mother country for the Central West Africa cluster.

If you are driven by a dynamic and challenging work environment, where your performance is rewarded, then this could be the right job for you.


Qualifications 

• Minimum of  3 years work experience in a sales or commercial role.
• Shipping related sales role will be an added advantage
• Leverages internal and external financial data to build winning strategies and understand account economics
• Build and execute winning account strategies
• Build strong and lasting relationships at all levels, focusing on decision makers and influencers
• Build and maintain a strong network of customers
• Thoroughly understands customer drivers, needs and requirements
• Strong team player while taking responsibility for own performance
• Strong MS Office skills
• Ability to prospect for new accounts or opportunities
• Proactive and assertive and Result oriented
• Ability to Grow and up-sell to existing accounts, focusing on growth and profitability
• Strong ability to qualify leads
• Possess good communication and interpersonal skills
• Successfully manage negotiation process
• Strong ability to develop winning customer value propositions

Result Measures

• Individual Volume Targets
• Individual Revenue Targets
• Value Selling Certification
• Continued use of Value Selling skills, tools and techniques
• Sales Leads
• Customer acquisition

Sales Meetings/Activity Management

• Prepare for Sales meetings with clear agenda and desired outcomes in the Customer Relationship Management (CRM) tool
• Follow the Value Selling principles
• Proactively document highlights of sales meetings addressing areas of concern.

Responsibilities
Account Management 

• Customer relationship management
• Schedule and execute customer meetings
• Clearly mapping stakeholders and understanding their needs

Yield Management

• Create and manage specific customer plans allowing Maersk Line to maximize its yield potential
• Provide free time and demurrage/detention waivers within delegated mandates and only as/when required
• Keep abreast of market developments and report relevant information to Trade & marketing and Sales/commercial Manager
• Proactively assist Finance and Customer Service in clearing outstanding invoices and longstanding containers respectively

Value Selling through Pipeline Management

• Use Market Mapping to identify total potential volume for the customer

Qualify customer opportunities using:

1. Uncovering needs framework, understanding the buying phases
2. Using and understanding the Value Selling methodology

• Build strong customer specific value propositions linking Maersk Line differentiators to customer’s pains or needs
• Actively use Maersk Line Customer Relationship Management (CRM) tool

 Application Method
Interested and qualified candidates should Click here to apply
Application Deadline April 30, 2013