Job description:
Reporting directly to the Chief Commercial Office (CCO), the Sales Manager leads and guides the sales team to achieve volume and revenue targets and exceed customer expectations. They develop and execute sales strategies, provide coaching and support to sales representatives, and collaborate with other departments to ensure the company's products or services are effectively positioned in the market.
Job Description
Leadership Management, Coaching and Commercial Governance
- Driving sales/commercial team to achieve upward performance from their respective clients in terms of volume support and revenue generation
- Communicate trade strategies, pricing frameworks, and product changes clearly and timely to commercial teams.
- Coach and manage sales team through regular meetings and joint visits / calls with sales staff
- Make sure the team is fully able to sell maritime and non-maritime products as per CMA CGM strategy
- Develop and maintain business action plan & objectives, implement management tools
- Follow up of on team performance through the corporate dashboards and propose corrective measures in necessary (underperforming segments/customers/commodities and propose corrective action plans)
- Demonstrates effective leadership by setting clear expectations, holding regular 1-to-1s, and coaching team members towards performance improvement
- Take ownership of results, escalates issues early, and follows- through commitments
Shipping Volume Growth Management
- Sales visit qualification & prioritization by establishing disciplined, forward-looking visit planning aligned to commercial priorities (NOVA CRM system)
- Visit new and existing customers regularly to develop and maintain strong, long-term business relationships. Key objective on growing account and CMA CGM share of wallet.
- Identify, prospect, and secure new customers across key trade lanes and verticals (importers, exporters, NVOCCs, freight forwarders, BCOs).
- Implement, execute, and achieve the sales plan in line with the company's commercial strategy and goals.
CMA CGM +
- Promote non-maritime value-added services (VAS) to existing and potential customers.
- Proactively identify, track, and close VAS opportunities to meet revenue targets
XSELL
- Promote cross-selling opportunities and collaborate with CEVA Logistics when required to provide integrated logistics solutions.
Intermodal
- Promote intermodal transport solutions as part of CMA CGM's end-to-end service offering, both pre-carriage and on-carriage volume
Market Intelligence and ad hoc studies
- Analyse market trends, competitors capacities and pricing, and customer behaviour to identify opportunities and risks
- Keeping up with market trends and developments while identifying segments to further grow
- Propose commercial strategy for the Group to expand CMA CGM footprint for non-maritime and maritime products.
- Coordination with Head and Regional Office for operational and commercial support while sharing trade-related information timely
Requirement:
- Diploma or Degree in any discipline with 7 years of working experience in commercial role in shipping and logistics industry
- In-depth knowledge of Malaysia's logistics and supply chain landscape with proven track record of driving business growth
- Sales technique expertise with excellent negotiation, communication, and interpersonal skills and ability to build and maintain relationships with diverse stakeholders
- Management skills, and ability to manage stress through challenging situations
- Must be able to prioritize work effectively and manage time efficiently
- Highly motivated, result oriented individual with analytical skills
- Analytical mindset with ability to use data to dive decision making
- Qualitative output reporting and timeliness on providing inputs
- Be proficient in Microsoft office such as PowerPoint, Excel, etc
- Willing to travel and have own transport
- Fluent in spoken and written English, Chinese and Bahasa
