We Offer This position offers career development, exposure to multinational systems and process as well as an outstanding opportunity to join a professional team at APM Terminals and contribute to the success of the organizationKey Responsibilities  Act as the focal client contact, identify clients’ business strategies and objectives, logistics and transportation needs and buying criteria to develop and articulate value-based solutions to address their needs and wants. Develop deep and senior relationships with assigned clients and take every opportunity to probe for business opportunities. Utilise the senior-client contact relationship to open doors and support the account-development process. Collaborate with internal stakeholders to provide first-class service to further increase customer satisfaction and loyalty. Track and analyse market development. Study and leverage internal and external financial data to build winning strategies. Communicate closely and proactively with management, provide strong support to all development initiatives, policies, processes and guidelines. Position APM Terminals as the preferred terminal with clients. Create and manage specific customer plans allowing APM Terminals to maximize its yield potential Negotiate commercial terms within delegated mandate Keep abreast of market developments and report relevant as necessary Proactively assist Finance and Customer Service in clearing outstanding invoices and longstanding containers respectively Use Market Mapping to identify total potential volume for the customer Qualify customer opportunities using:o Uncovering needs framework, understanding the buying phaseso Using and understanding the Value Selling methodology Build strong customer specific value propositions linking APM Terminals differentiators to customer’s pains/needs Actively use APM Terminals CRM tool Prepare for Sales meetings with clear agenda and desired outcomes in the CRM toolWho we are looking for  Bachelor/Master’s degree holder from a reputable organisation. Fluent spoken and written English  Minimum 7 years’ relevant sales experience with 3 years’ proven track record in major client management ( Business to Business) Relevant experience in Maritime/transportation/Logistics Industry  Strong interpersonal, teamwork and communication skills. Highly analytical with proven negotiation skills.  Excellent commercial acumen. Passionate, strong initiative, self-driven with commitment to succeed
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