It's more than a job
When you work in Freight Logistics and Operations at Kuehne+Nagel, you play a key role in optimising processes and ensuring that inventory and shipments move efficiently. But that is not all. Your work also helps ensure that vital medicines reach patients on time and supports other essential deliveries, from wind turbines to semiconductors. At Kuehne+Nagel, our contribution counts in more ways than we imagine.
A pivotal salesperson in the BU Air sales channel, plays a vital role in driving our organization’s growth. Their primary focus lies in developing medium-sized accounts, nurturing opportunities, and strengthening relationships to achieve successful business conversions. Main mission is hunting new business, although farming components might be part of the overall portfolio.
Your portfolio will consist of accounts with significant potential in air logistics. However, it’s also essential to remain attentive to xBU selling opportunities as they arise.
How you create impact
Hunting New Business
ZA-VA’s primary mission involves actively seeking out and acquiring new business opportunities. This includes identifying potential clients, prospecting, and initiating contact with leads.
They should be adept at cold calling, networking, referrals, and other lead generation activities.
Relationship Management
• ZA-VA focuses on nurturing and growing existing medium-sized accounts within their portfolio. This involves understanding client needs, providing tailored solutions, and ensuring customer satisfaction.
• They collaborate with clients to identify growth opportunities, upsell products or services, and maintain long-term relationships.
• Building strong relationships with clients is crucial. ZA-VA should actively engage with key stakeholders, understand their pain points, and address any concerns.
• Regular communication, follow-ups, and personalized attention contribute to successful relationship-building.
• While hunting new business is essential, ZA-VA should also pay attention to existing accounts (farming). This means maximizing revenue from current clients by identifying cross-selling or upselling opportunities.
• They should proactively explore ways to expand business within their existing portfolio.
• Identification of customers stakeholders, executives, managers, and decision-makers and influencers. ZA-DV should identify key stakeholders within the company who can influence purchasing decisions.
Corelog, Visibility and engagement management
• ZA-DV should actively collaborate with colleagues making use of different ways to provide visibility of the opportunities they are developing. Early engagement is key, and visibility supports engagement from other stakeholders during the sales cycle.
• Work in advance towards RFQs and tenders. Follow guidelines sales guidelines making sure to accomplish with tender phases and KPIs are met.
• Ensure the CoreLog data for customers under your responsibility remains accurate and high-quality. This involves mapping stakeholders, gathering account intelligence, and tracking RFQ phases according to the sales guidelines.
Pipeline Management
• Participate in pipeline discussions, bringing attention the opportunities and proposing actions to increase the likelihood of business conversion.
• Managing your accounts in way to provide meaningful and clear information and supporting on strategy definition for RFQs and Tenders.
What we would like you to bring
- Experience in air logistics direct customer sales.
- Presentation + Communication Skills
- Negotiation Skills
- Product Knowledge
- Presentation Skills
What's in it for you
As an employer, Kuehne+Nagel stands for equal opportunity and we are committed to diversity in our teams with regards to people with disabilities. We believe that you can make a valuable contribution to Kuehne+Nagel and look forward to receiving your application.
Who we are
Logistics shapes everyday life - from the goods we consume to the healthcare we rely on. At Kuehne+Nagel, your work goes beyond logistics; it enables both ordinary and special moments in the lives of people around the world.
As a global leader with a strong heritage and a vision to move the world forward, we offer a safe, stable environment where your career can make a real difference. Whether we help deliver life-saving medicines, develop sustainable transportation solutions or support our local communities, your career will contribute to more than you can imagine.
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