Account Exective

ZIM Integrated Shipping Services Ltd.; Sales; On-site; BRL 60,000 - 100,000; Full time

Job summary

ZIM Integrated Shipping Services Ltd. in São Paulo, Brazil, is looking for a dedicated sales professional to generate profitable business with a defined customer portfolio.

You will manage the full sales process, build strong client relationships, and seek cross-sell opportunities to grow market share. You will engage in needs analysis, design solutions, and negotiate deals, while coordinating with cross-functional teams to meet customer needs and company targets.

Qualifications

• Minimum 3 years of proven sales or marketing experience.
• Sales account management experience preferred.
• Experience in local/global shipping company preferred.
• Proficient in MS Office. English and local language proficiency required.

Responsibilities

• Manage the sales process with potential and existing customers to maximize results.
• Build and manage relationships with customers in the assigned portfolio.
• Perform needs analysis, design solutions and negotiate deals.
• Identify cross-sell and up-sell opportunities to existing customers.
• Maintain face-to-face contact with customers per visit plan.
• Identify and resolve customer issues in collaboration with the sales team.
• Deliver sales presentations to key customers.
• Qualify customer sales potential and plan activities to increase share of wallet.
• Identify and develop leads and new customers.
• Review market analyses to determine customer needs and rates.
• Communicate with trade and cross-functional teams on market intelligence.

Skills

Sales experience

Account management

Negotiation

MS Office

English language

Local language

Education

Economics

Business Management

Marketing

Logistics

International Negotiation

Job description

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


• Follow and use sales best practice and tools


• 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

• Academic education: Economics/ Business Management/ Marketing/ Logistics/ International Negotiation - preferred


• Minimum 3 years of proven experience in sales or marketing position in FFW/ NVOCC/ shipping.


• Sales Account management experience - preferred


• Working experience in a local FFW/ global company/ shipping industry - preferred


• Proficient in MS Office


• Excellent control of country’s local language. Good control of English language (Speaking, reading and writing)

Global Sales teams work to fit creative and efficient solutions for ZIM's customers, varying from huge companies to small businesses, shipping everything from large vehicles to fresh fruit, based on a deep understanding of their unique needs.

Sales work alongside Customer Service and Business Development to create a holistic customer experience.