非公開
The Main Purpose of the job is to maximize profitability through effective marketing and customer service is delivered.
The job Exists to ensure effective marketing is executed.
The job Contributes towards customer support of the Group service offering.
【PRINCIPAL JOB ACCOUNTABILITIES AND CURRENT OBJECTIVES】
1.Business Development and customer relationship management(20%)
• Build effective relationships with current and prospective customers and seek opportunities
to assist Group offices/partners to secure additional business. Keep them proactively
informed about existing/new services and or changes that might have an impact on them.
• Visit key customers in a systematic, planned manner and manage requests and enquiries
through phone/email/IM etc.
• Be conversant with Group Key Account Management and CRM policies/techniques and apply
these as appropriate. Ownership of Key Accounts where appropriate.
• Promote cross selling of Group products through value chain analysis and ensure
complementary services of the Group (i.e., Group Logistics, Group Marine) are identified
and opportunities managed by competent stakeholders.
• Participate in regular reviews with Group offices and their customers, often taking the lead
role to ensure service failures/disputes are quickly resolved for the mutual benefit of all parties.
2.New Business Development(20％)
• Explore and develop profitable new business opportunities for Group offices/partners
through market intelligence and internal/external networks.
• Facilitate sales visits to customers with operational colleagues, ensuring that the visit is
appropriate and reflects well on Group. Ensure visits are thoroughly documented have well
established outcomes and actions from each meeting are reviewed. Assist colleagues
(mainly operations) in organising sales visits to own sales area. Ensure that visiting
colleagues are well prepared and that they provide their target list to you and failing which
please make the Group Sales Director aware
3.Customer Service support(10%)
• Support Group offices/partners to negotiate contracts for single port calls or term contracts.
• Facilitate effective customer communication with Group/GNA (Global Network
Agents)/partner operations offices.
• Manage customer feedback and complaints in a proactive manner and institute appropriate
feedback and remedial action with key stakeholders in the Group.
4.Staying up to date with industry market trends(5%)
• Keep oneself informed of developments within the shipping industry in general and
particularly in own marketing area
5.Staying up to date with customer financials, market positions, and company strategies(5%)
• Ensure business intelligence about customers’ financial and business position is current and
is communicated effectively with appropriate stakeholders. Endeavour to stay informed
about customers’ financial strength/reputation, passing on news directly to the Group
offices/partner offices.
• Assist local Group offices/partners and GNA’s to collect outstanding funds and ensure the
Group is not unnecessarily exposed to financial risk.
• Undertake educational visits to new areas/offices/operations after agreement with the
Group Sales Director and ensure that knowledge, expectations, and requirements are
effectively communicated.
• Understand how customers (actual and prospective) procure agency services, their hierarch
and decision-making recesses.
6.Marketing (20%)
• Ensure effective corporate communications with customers by promoting Group products
and ensure all media is current, through using Group corporate intranet and website. Tools
such as company sales literature and presentations, should be promoted in a systematic
manner and always be up-to-date and comply with the Group Design Guide and
compliance.
• To promote core shipping services offered by :
Ship Agency in the following sectors,
→Dry Cargo development:
• Dry Bulk
• Husbandry
• Protecting (OPA (Owners protecting agency))
→Canal Straits Transit
→Hub Agency
→DA Management
• To promote all complementary services offered by the Group, including but not limited
to:
→Group Training and Service Solutions
→Hullwiper
→Group Marine Logistics
→Ship Supply Services
→Bunker Supplies via Group Bunker Fuels
→Logistics services, especially those related to bulk, offshore and project sectors
7.Administration(5%)
• Ensure customer information is accurate and is maintained in CRM (CRM = Customer
Relationship Management System) in a regular and systematic manner.
• File appropriate reports of customer meetings in CRM for all relevant customer contact,
including formal sales visits/other meetings and salient phone and IM conversations.
• Ensure specific, measurable actions are archived through regular review. Reciprocally,
follow up on leads from other colleagues.
• Maintain accurate customer profiles in CRM and ensure mailing lists (Hot Port News)
allow effective distribution of media.
• Ensure key performance indicators are accurately recorded in CRM, for customers in
your territory. Assist in correcting and educating local offices where necessary.
8.Participate in internal meetings(5%)
Contribute to and participate in specialist business teams as required. This shall include but
not be limited to credit control meetings, event planning meetings, regional meetings,
strategy meetings, etc.
【UNIQUE JOB ACCOUNTABILITIES AND RELATED OBJECTIVES】
1.Activity Planning(5%)
• Periodical targets to be defined, full transparency with input from all is encouraged.
2.Income and Performance measures((5%)
• Periodical targets to be defined and set by GSD-S, full transparency with input from all
is encouraged.
3.Exhibitions/Conferences/Trade Shows etc(5%)
• GSD-S to decide the attendance and participation which have group global/strategic
benefit, and which are to be paid by the Group. Should be in full co-operation with
local/regional colleagues. Locally/regionally funded event participation is at the
local/GVPR discretion, full co-operation from the GSD-S.
• Attend Group Marketing Meetings and trade conferences/exhibitions as required to
represent Group