Main Purpose of the Role :
Generate profitable business for ZIM with a given portfolio of customers. 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 :
- Manage the sales process with potential and existing customers to maximize short and long term results
- Build, maintain and manage relationships with customers in the assigned portfolio
- Handle the sales process with customers by performing needs analysis, designing solutions and negotiating deals
- Identify and pursue opportunities for cross-sell and up-sell to existing customers
- Maintain direct contact (face-to-face) with customers on an ongoing basis according to visit plan
- Identify potential customer issues and solve them in collaboration with the sales team
- Deliver all sales presentations to key customers
- Qualify customers' sales potential and plan activities to increase share of wallet
- Identify and develop leads and new customers
- 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
- Analyze 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
- Develop 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
- Forecast sales activities and set personal / company goals accordingly
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