Account Executive – Dallas

ZIM; Houston (TX); On-site; USD 60,000 - 100,000; Full time

Job summary

ZIM in Houston seeks an enthusiastic sales professional to generate profitable business with our customer portfolio, focusing on special cargo. You will manage end-to-end sales, build long-term relationships, and seek cross-sell opportunities to maximize wallet share.

The role requires 3+ years in sales/marketing within shipping, strong MS Office skills, and fluency in English. Local market experience is preferred and the position is on-site in Houston.

Qualifications

• Academic education in Economics, Business Management, Marketing, Logistics or International Negotiation preferred.
• Minimum 3 years of proven sales or marketing experience in FFW/NVOCC/shipping.
• Sales account management experience preferred.
• Working experience in a local FFW/global shipping company preferred.
• Proficient in MS Office and English communication (speaking, reading, writing).

Responsibilities

• Manage the sales process with potential and existing customers to maximize 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 cross-sell and up-sell opportunities.
• Maintain direct contact with customers according to visit plan.
• Identify potential customer issues and resolve them with the sales team.
• Deliver sales presentations to key customers.
• Qualify customers’ sales potential and plan activities to increase share of wallet.
• Identify and develop leads and new customers.
• Review market analysis to determine customer needs and rates.
• Communicate with trade and cross-functional teams on market intelligence and service updates.

Skills

Sales experience

Account management

Negotiation

Needs analysis

Cross-sell / up-sell

MS Office

English 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. 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

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)