Account Executive - Dallas

ZIM Integrated Shipping Services Ltd.; Dallas (TX); Remote; USD 90,000 - 130,000; Full time

Job summary

ZIM Integrated Shipping Services Ltd. is seeking a results-driven sales professional for a 100% remote role, with domicile in Dallas, Texas.

You will generate profitable business by managing a portfolio of customers in the FFW/NVOCC shipping sector, focusing on special cargo and cross-selling opportunities. You will build strong client relationships, conduct needs analyses, design tailored solutions, negotiate deals, and track KPIs to drive growth in a competitive market.

Qualifications

• Minimum 3 years of proven experience in sales or marketing position in FFW/ NVOCC/ shipping.
• Sales account management experience preferred.
• MS Office proficiency.
• Excellent command of English (speaking, reading and writing).

Responsibilities

• 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 with customers 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.
• Forecast sales activities and set personal/company goals accordingly.

Skills

Sales experience

Account management

MS Office

English proficiency

Education

Economics/ Business Management/ Marketing/ Logistics/ International Negotiation

Tools

MS Office

Job description

Although this position will report to the Gulf Branch office (in Houston) - this is a 100% remote position, and the selected candidate must be physically domiciled in Dallas, Texas!

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. Focus on special cargo (out-of-gauge, dangerous cargo).

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)
• ***Must be physically located in Dallas

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.