Account Exective

ZIM Integrated Shipping Services Ltd.; Chicago (IL); On-site; USD 65,000 - 90,000; Full time

Job summary

ZIM Integrated Shipping Services Ltd. in Chicago seeks an experienced sales professional to drive growth within a defined customer portfolio. You will manage the full sales cycle, build strong client relationships, and craft solutions in collaboration with cross-functional teams.

The role emphasizes needs analysis, negotiation, and opportunities for cross-sell and up-sell. Strong MS Office skills and English and local language proficiency are required.

Qualifications

• Minimum 3 years of proven experience in sales or marketing in FFW/NVOCC/shipping.
• Sales account management experience preferred.
• Experience working in a local FFW/global shipping company preferred.
• Proficient in MS Office and data analysis.

Responsibilities

• Manage the end-to-end sales process with potential and existing customers to maximize results.
• Build, maintain and manage relationships with customers in the assigned portfolio.
• Perform needs analysis, design solutions and negotiate deals with customers.
• Identify cross-sell and up-sell opportunities with existing customers.
• Maintain regular direct contact with customers per visit plan.
• Collaborate with sales team to resolve customer issues and improve service.
• Deliver compelling sales presentations to key customers.
• Qualify customer potential and plan activities to increase share of wallet.
• Develop leads and new customer opportunities.
• Monitor competitive products and market trends to refine sales strategy.
• Review market analysis to determine needs, terms, and rates.
• Forecast sales activities and set personal/company goals accordingly.

Skills

Sales experience

Negotiation

Account management

English proficiency

Local language proficiency

Education

Economics/Business Management/Marketing/Logistics/International Negotiation

Tools

MS Office

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 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)