Monroe Consulting Group, an Executive Recruitment firm, is partnering with an organisation in the Logistics industry to hire a Sales Specialist. This opportunity is based in Penang, Malaysia.
Position Overview
The role is accountable for leading and managing field sales efforts to drive incremental revenue and market share. It plays a pivotal part in shaping business development strategies and ensuring sustainable growth.
Key Responsibilities
- Roll out & Implementation of New Business Model - Drive and support the successful transition of the new sales model and business model.
- Budget Attainment / Field Sales - Monitor, manage and measure the field sales contribution towards the budget attainment.
- Develop, implement & own SME strategy - Develop and implement business development strategy for SMEs to maximise margins and increase revenue growth.
- Gross & Net Revenue Growth - Support close of new business profitable opportunities and work collaboratively with stations to ensure retention.
- White Space Process - Drive the white space process, supporting and promoting local market white space to ensure it gets filled as needed.
- Pipeline Management - Drive the size, quality & accuracy of overall field sales pipeline at a level that allows forecasting of results.
- Field Sales New Business Wins Target - Maintain measures to monitor field sales performance towards goal and make necessary strategy adjustment to achieve new business wins target. This includes consistent review of MTA, opportunity pipeline and hit rate.
- Collaborative Management of the Product, Sector and Trade Lane Strategy - Collaborate and align with the product leaders, sector leaders and trade lane managers to develop Go To Market strategies to support local field sales territories in order to increase new opportunities & incremental revenue.
- BD Support Roles - Drive the inside sales and sales associate staffing model to ensure optimal sales force productivity.
- Cluster Engagement - Collaborative and cooperative engagement with other cluster.
Key Requirement
Qualifications & Experience
- Bachelor's Degree in Business Administration, Marketing, Logistics, Supply Chain Management or related field preferred.
- Preferably with minimum 2 - 6 years related sales experience.
- Excellent communication, negotiation, and stakeholder management skills.
- Understanding of freight management particularly Air and Ocean.
- Good command of English both written and spoken.
Technical / Functional Expertise
- Freight management knowledge (Air and Ocean).
- Field sales pipeline management.
- SME strategy development and implementation.
- Budget attainment monitoring.
Soft Skills & Leadership Competencies
- Excellent communication.
- Team player.
- Solution driven.
- Creative.
- Excellent inter-personal & negotiation skills.
- Organised & thorough.
- Proactive.
*Must be able to speak Mandarin
