What are the responsibilities and job description for the Inside Sales Representative position at ZIM Integrated Shipping Services?
Main Purpose of the Role:
Generate profitable business from existing, pre-defined small and medium sized companies nationwide. Identify areas of growth and potential opportunities, constantly work to increase sales in designated areas of responsibility and manage the defined sales process for assigned customers and prospects.
Main Tasks:
Coordinate with Business Development Representatives to manage sales process with predefined existing customers to maximize short- and long-term results
Self-sufficient with respect to rate requests and sales administrative duties.
Identify and pursue opportunities for cross-sell and up-sell to existing customers
Maintain phone and e-mail contact with customers on an ongoing basis
Identify potential customer issues and solve them in collaboration with the Business Development team
Share sales material with customers & prospects
Qualify customers' sales potential and plan activities to increase share of wallet
Evaluate activities and products of the competition and compare them with ZIM’s products
Review market analysis to determine customer needs, contract terms and rates
Assist in analyzing relevant customers for targeted sales campaigns and build a work plan to increase sales
Communicate closely with trade and cross-functional teams on market intelligence, service updates, customer challenges and opportunities
Follow and use sales best practice and tools
Assist in development of strategic and tactic sales plans to accommodate personal and corporate goals
Build account plans for customers including: Account's short and medium term forecast, growth potential, needs assessment, proposed steps for growth
Monitor and report sales goals/targets/KPIs in line with company’s objectives
Forecast sales activities and set personal/company goals accordingly
Act as “back-up” when any Business Development Inside Sales Representatives are not in the office
Requirements:
Generate profitable business from existing, pre-defined small and medium sized companies nationwide. Identify areas of growth and potential opportunities, constantly work to increase sales in designated areas of responsibility and manage the defined sales process for assigned customers and prospects.
Main Tasks:
Coordinate with Business Development Representatives to manage sales process with predefined existing customers to maximize short- and long-term results
Self-sufficient with respect to rate requests and sales administrative duties.
Identify and pursue opportunities for cross-sell and up-sell to existing customers
Maintain phone and e-mail contact with customers on an ongoing basis
Identify potential customer issues and solve them in collaboration with the Business Development team
Share sales material with customers & prospects
Qualify customers' sales potential and plan activities to increase share of wallet
Evaluate activities and products of the competition and compare them with ZIM’s products
Review market analysis to determine customer needs, contract terms and rates
Assist in analyzing relevant customers for targeted sales campaigns and build a work plan to increase sales
Communicate closely with trade and cross-functional teams on market intelligence, service updates, customer challenges and opportunities
Follow and use sales best practice and tools
Assist in development of strategic and tactic sales plans to accommodate personal and corporate goals
Build account plans for customers including: Account's short and medium term forecast, growth potential, needs assessment, proposed steps for growth
Monitor and report sales goals/targets/KPIs in line with company’s objectives
Forecast sales activities and set personal/company goals accordingly
Act as “back-up” when any Business Development Inside Sales Representatives are not in the office
Requirements:
- Academic education: College degree in Business Management/ Marketing/ Logistics - preferred
- Experience in sales or marketing position with FFW/NVOCC/ocean carrier - preferred
- Working experience with FFW/NVOCC/ocean carrier – preferred
- Proficient in MS Office
- Excellent control of English (speaking, reading and writing)
