Account Executive

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.
• Monitor and report sales goals/targets/KPIs in line with company’s objectives.
• Forecast sales activities and set personal/company goals accordingly.

Requirements

• Minimum 3 years of proven experience in sales or marketing position in FFW/ NVOCC/ shipping.
• Proficient in MS Office.
• Excellent control of country’s local language.
• Good control of English language (Speaking, reading and writing).

Preferred Qualifications (Nice to Have)

• Academic education: Economics/ Business Management/ Marketing/ Logistics/ International Negotiation—preferred.
• Sales Account management experience—preferred.
• Hunter Selling experience highly preferred.
• Working experience in a local FFW/ global company/ shipping industry—preferred.

Category

Sales & Business Development