Senior Manager, Sales Execution Global Accounts Management

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 and budgets 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.
• Is involved in development of higher level relationships within the Global Accounts portfolio
•  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.
•  Handles service escalations within the define processes

Candidate Requirements

• 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.
• Provide coaching to develop others through self-reflection and/or knowledge sharing.
• Provide excellent customer service by offering persistent enthusiasm in all interactions, giving high priority to their satisfaction, and anticipating their business needs through questioning, listening and understanding.
• Continually provide excellent customer service and monitor customer feedback.
• Demonstrate knowledge of the customer's business.
• Recognize and attend to multiple facets of unfamiliar issues and problems by applying a logical and systematic approach to analyzing and assembling relevant information from multiple sources.
• Make sound decisions in ambiguous situations not covered by explicit rules by applying general principles and guidelines.
• Adjust decisions to meet with changing circumstances or new information and provide a well thought out rationale for the decision.
• Actively share information with others and attend to others views.
• Reinforce people for contributing ideas and opinions even when their views are at odds and show personable side by admitting mistakes.
• Readily grasp key points and restate verbal communications in own words to ensure accurate understanding.
• Grasp concrete information within complex interrelationships and understand and apply abstract concepts to problem solving.
• Demonstrate interest in business matters and events outside his/her technical specialty by continually improving knowledge and skills.
• Choose appropriate vocabulary and level of technical complexity in communicating to different audiences the knowledge they need.
• Respond directly and appropriately to questions from others.
• Utilize open ended, non-threatening questions to elicit information from others.
• Readily comprehend written information in area of technical expertise.
• Compose effective and professional written communications and documentation for non-routine and/or technical matters.
• Present ideas in a systematic and logical sequence.
• Maintain confidence and composure while speaking formally on new topics.
• Use audio-visual aids effectively to underscore points in presentations.
• Respond directly and appropriately to spontaneous questions from the audience.
• Make careful commitments, assuring that they will not cause inconvenience.
• Adhere to sound business ethics without overselling services or making disparaging comments about others; always showing consistency between words and actions and maintaining honesty and trust.
• Develop strategic plans for customer growth using 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, pressures and demands from both internal and external sources.