Description
Main purpose of the role
The mission of the Business Development Representative is to increase the company's revenues with new business, focusing on acquiring new small customers and generating profitable business for ZIM from that segment. In addition, the individual should identify areas of growth and potential opportunities, constantly work to increase sales contribution in designated areas of responsibility, and manage the defined sales process for assigned customers and prospects.
Major areas of responsibility
• Perform outbound calls to potential new or unassigned or non-active customers and current customers
• Prospect for best fit potential customers using various direct methods such as calling and indirect methods such as networking
• Establish relationships with new customers and secure contracts with new customers to achieve assigned sales quotas and targets
• Identify potential customer issues and solve them in collaboration with the sales/trade/CS team
• Drive the entire sales cycle from initial customer engagement to closed sales
• KPI- At least 5 new customers per month
• KPI- Customer’s contribution will be above the average of the country per trade.
• Analyze relevant customers 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
• Identify competition’s products vs ZIM’s
• 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
• Enter and update customer information in the database/CRM
• Identify and pursue opportunities for cross-sell and up-sell to new and existing customers (VAS services) in the segment
• Analyze customers' sales potential and plan activities to increase share of wallet
• Develop strategic and tactic sales plans to accommodate personal and corporate goals
• Forecast growth potential and proposed steps for growth in destinations that suits ZIM
• Monitor and report sales goals/targets/KPIs in line with company’s objectives
• Leverage the sales Smart Tools to support results achievements
*the job description reflects essential functions, job responsibilities may change during employment based on business needs.
Requirements
• Four year college or university program certificate preferred
• 1 to 2 years tele-sales and or sales experience in the ocean shipping or related industry.
Competencies
- Customer service approach (internal & external) - be most attentive and response positively to customer needs on time; Cooperate with the customer in an effective and efficient manner that will make the customer perceive you as a partner.
- Communication skills – Able to communicate well with customers, deliver core messages that are clear and understandable, and lead to action
- Problem Solving- identify the needs / problem source / anticipate potential problems
- Proactivity – Anticipate future needs, changes or problems and take actions accordingly. Initiate new ideas and seek new opportunities
- Team Player - Collaborating with other team members. Show commitment and respect to others. Actively listens and offers constructive feedback / opinion. Transparency – Willingly and openly shares information and experience with others aiming to improve the outcome
- Business acumen - understand market trends, define initiatives and find top-notch solutions.
