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Account Manager
3 months ago
As the Field Sales Executive (Account Manager), you will report to Area Sales Manager and be responsible for the following: Customers and Stakeholders:
1. Customer (External)
• Manage a portfolio of customers and potential customers via personal sales visits, using face-toface contact to provide a 'personal service'.
• Act as the customer's main point of contact, liaising closely with the relevant departments within company to ensure that their queries, problems or issues are dealt with appropriately.
• Work as a customer contact with the user departments in key account customers, feedback the user situation to National Customer Channel for the formation of account strategy.
2. Area Sales Manager (Internal)
• Produce information for management necessary to evaluate performance vs. key performance indicators.
3. Country Sales Function (Internal)
• Ensure co-operation with other members of the sales team and throughout the sales force
4. Country Office (Other departments, Couriers, Customer Service Agents, Customer Accounting Department, Area Services Group, Finance staff)
• Ensure that all customer issues relating to customer service, service recovery and credit control are coordinated and managed through the relevant COMPANY departments.
• Meet regularly with the Marketing and Sales management to evaluate the personal sales plan/strategy so as to ensure that the required revenue and shipment results can be achieved.
• Develop a working relationship with the relevant support departments e.g., Operations, to ensure they are kept up to date with all issues relating to customers. All non-sales activities or diversionary activities should be handled by Sales Admin Support or Customer Support Executives. Process:
1. Sales Pipeline Management and Development
• Develop an annual customer call cycle (Planned and Unplanned Maintenance) to secure commitments with new and existing customers and gain individual competitor held businesses to ensure that any agreed targets are achieved.
• Complete GSAP sales reporting requirements in a timely manner, which includes 'Productivity This Week', 'Productivity Next Week' and 'New Business Commitments Gained'.
• Complete Brick Wall and Relationship Balance Sheet Scorecard for the Top 20 accounts in their sales territory.
2. Profit Margins Assurance
• Adhere to regional standard profit margins and discount guidelines.
3. Sales Deployment
• Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximizes growth within the existing customer base.
• Build a strong client relationship to ensure that the account performs and grows to its maximum potential, reducing attrition rate and minimizing opportunities for competitors to gain business.
• Conversion of qualified leads into customers (First Time Buyers) and develop and penetrate existing accounts (Retention and Development).
• Continually develop knowledge of COMPANY's products/services and general commercial awareness in order to provide the best possible solutions to the customers.
• Ensure all customer agreements are cost sensitive so as to adhere to a suggested minimum pricing tariff set and ensure agreement deviations from this tariff require management's agreement and justifications.
4. Information Management
• Control all documentation and data relating to customer visits, agreements and terms of reference to ensure that customer information is maintained accurately in the customer database
• Analyse and monitor customer data to measure success and identify fluctuations/trends so as to decide on the relevant actions to be taken.
5. Overall Goal/Typical measures: Call cycle created annually, reviewed quarterly, updated monthly. People - Management:
• Incumbent has no direct reports and authority over line management and functional personnel. Nevertheless, they must be able to demonstrate ability to influence decisions/actions.
• Overall goals/Typical measures o Informal influence to enable and improve chain management and organization within the company.
Responsibilities:
Minimum 3 years of sales frontline experience in the service industry with solid experience in customer acquisition and account managementKnowledge in freight forwarding or express delivery industryFluent in English (written and spoken). Strong skills in Presentation skills. Communication skills, spoken and written, Vietnamese & English Perform key competencies inBusiness - business analysis, planning & organizing, decision making, outcome drivenLeadership - work cooperatively with cross-functional team to achieve target and objectivesPersonal - accountability, communication, self-management
Education Requirements:
• Bachelor Degree in related industries or functions
Please click the APPLY button or contact Ms. Vân (Wendy) at or to discuss further.
