Account Executive - Dallas

ZIM Integrated Shipping Services; Houston (TX); On-site; USD 70,000 - 110,000; Full time

Job summary

ZIM Integrated Shipping Services in Houston, TX seeks a results-driven sales professional to generate profitable business from a defined customer portfolio, with a focus on special cargo.

You will manage the full sales cycle, build strong client relationships, conduct needs analysis, design solutions, negotiate deals, and coordinate with cross-functional teams.

Requirements include 3+ years in sales or marketing in shipping, proficiency in MS Office, and excellent English communication.

Qualifications

• Academic background in Economics/Business/Marketing/Logistics or International Negotiation is preferred.
• Minimum 3 years of proven experience in sales or marketing in the shipping sector (FFW/NVOCC).
• Sales Account Management experience is preferred.
• Experience in local/global shipping firms is preferred.
• Proficient in MS Office.
• Excellent command of local language and strong English (speaking, reading, 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 (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

Skills

MS Office proficiency

English proficiency

Account management

Negotiation

Sales process

Market intelligence

Education

Economics/Business Management/Marketing/Logistics/International Negotiation - preferred

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 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)