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You will be part of our Air Logistics team, adding your market knowledge along with your development expertise + skills to the delivery of business development + growth.

How you create impact

• As a Senior Commercial Salesperson, you will play a crucial role in driving business growth within our organization.
• Your primary focus will be on larger accounts/Vertical focus under business unit (BU) responsibility and/or global account (GA) where local support from the GA structure is not available.
• Main mission is hunting new businesses but your portfolio will as well have farming accounts. 

What we would like you to bring

Account Management:

• Manage and nurture relationships with existing clients, ensuring their needs are met and fostering positive business connections. 
• Perform analyses for both existing and potential customers to identify opportunities for growth, mapping in corelog via account intelligence. 
• Maintain a strategic approach towards accounts and opportunities, focusing on specific lanes within a customer opportunity to maximize the likelihood of business conversion under strategical based analysis on relationship level, customer struggles, needs in specific lanes/bundles and solution based. 
• Lead business reviews for accounts on regular basis, with support from other stakeholders in the BUs 
• Regular customer facing activities to further strengthen the relationship and further understand customer`s and businesses` requirements to properly translate it into pricing and solution.

New Business Development: 

• Proactively seek out and engage customer prospects. 
• Present, promote, and sell our products and services using compelling arguments. 
• Conduct needs analyses to tailor solutions that meet customer requirements. 
• Reach out to potential leads through cold calling and other channels.

Collaboration and Stakeholder Engagement: 

• Liaise with various stakeholders within the air logistics department to maximize business conversion. 
• Engage in early stages of Requests for Quotation (RFQs) to position our offerings effectively.

Account Assignment:

• A reduced number of accounts will be assigned to you, as it is expected that ZA-DK portfolio will comprise of larger accounts with higher potential. 
• While hunting for new business is your primary focus, maintaining existing client relationships (farming components) remains part of your overall portfolio.

Main sales KPIs: 

• Minimum Customer Visits: Aim for a minimum of 20 customer visits per month. While virtual meetings are acceptable, we strongly recommend prioritizing face-to-face interactions. Ensure that all visit reports are diligently recorded in Corelog. 
• New Account Visits: For newly assigned accounts, visit and register a visit report in Corelog within 45 days of assignment. 
• Account Intelligence: Prior to any engagement with a business unit, ensure that account intelligence is registered in Corelog. 
• Tender Phases: Ensure strict adherence to global air logistics pricing guidelines during all tender phases, including the launching of forecast, pre-launch, pricing/submitting, and closing phases. Follow all engagement activities outlined in the pricing guideline for each phase. 

What's in it for you

• This role is designed for individuals who thrive through process improvement and standard management structure and performance management to organization ready for future.
• This need to be highly motivated and driven to produce the results required.
• They will be someone who has a full knowledge of the respective product under their responsibility and be able to speak about with confidence and commitment.
• They must be focused on their targets with the aim to exceed these where feasible.