Job Title: Field Sales/ Key Accounts Executive
Organization: Bolloré Africa
Logistics
Logistics
Duty Station: Kampala,
Uganda
Uganda
Reports to: Country Commercial
Manager or National Sales Manager
Manager or National Sales Manager
About US:
Bolloré Africa
Logistics has been in existence for over fifty years and they are a membe of
the Bolloré Group. In 2008, it created a brand, Bolloré Africa Logistics,
uniting all its activities on the African continent and in the countries that
have commercial relations with Africa. Bolloré Africa Logistics is the leading
integrated logistics network on the African continent and the leading operator
of public-private partnerships in the port and rail sectors. With its
unrivalled territorial coverage, and effective presence in 55 countries,
including 45 in Africa, and a workforce of 25,000, Bolloré Africa Logistics is
today the specialist in customized industrial projects, with customers all over
the world.
Logistics has been in existence for over fifty years and they are a membe of
the Bolloré Group. In 2008, it created a brand, Bolloré Africa Logistics,
uniting all its activities on the African continent and in the countries that
have commercial relations with Africa. Bolloré Africa Logistics is the leading
integrated logistics network on the African continent and the leading operator
of public-private partnerships in the port and rail sectors. With its
unrivalled territorial coverage, and effective presence in 55 countries,
including 45 in Africa, and a workforce of 25,000, Bolloré Africa Logistics is
today the specialist in customized industrial projects, with customers all over
the world.
Job Summary: The Field Sales/ Key Accounts Executive will
be in charge of the acquisition of new customers or grow existing customers
within the agreed profitability criteria for the Bolloré Africa Logistics
Group.
be in charge of the acquisition of new customers or grow existing customers
within the agreed profitability criteria for the Bolloré Africa Logistics
Group.
Key Duties and Responsibilities:
1.
Company knowledge, promotion of company values and objectives:
Company knowledge, promotion of company values and objectives:
·
Obtain and maintain thorough knowledge of the
Bollore group’s network, its range of services, size, investment, ownership,
and volumes
Obtain and maintain thorough knowledge of the
Bollore group’s network, its range of services, size, investment, ownership,
and volumes
·
The incumbent will be tasked with knowing the group
marketing material, group presentations and country presentations
The incumbent will be tasked with knowing the group
marketing material, group presentations and country presentations
·
Know and be familiar with group systems and
resources, e.g. cargo tracking, mobile tracking, internet presence, other
Know and be familiar with group systems and
resources, e.g. cargo tracking, mobile tracking, internet presence, other
·
Maintain presentation material provided on group
internal resources e.g. Akwaba
Maintain presentation material provided on group
internal resources e.g. Akwaba
·
Be capable to create specific presentation material
for a particular target account and/or scope of service
Be capable to create specific presentation material
for a particular target account and/or scope of service
·
Be aware of and promote the company’s values,
resources, know-how and policies (e.g. code of conduct, compliance, health and safety)
Be aware of and promote the company’s values,
resources, know-how and policies (e.g. code of conduct, compliance, health and safety)
2.
Market Knowledge, Collection and Communication of Information:
Market Knowledge, Collection and Communication of Information:
·
Actively follow news releases, general business news
as well as industry related news
Actively follow news releases, general business news
as well as industry related news
·
Identify potential business development targets from
investments, expansions, newly established activities
Identify potential business development targets from
investments, expansions, newly established activities
·
The job holder will also share information on
foreign investment and activity in Uganda with the relevant network offices
The job holder will also share information on
foreign investment and activity in Uganda with the relevant network offices
·
Strategies with management on targeting new
business, sales approach, introduction to management, presentation, follow up
Strategies with management on targeting new
business, sales approach, introduction to management, presentation, follow up
·
Report regularly on sales pipeline, activities,
follow up and action items
Report regularly on sales pipeline, activities,
follow up and action items
·
Prepare for sales meetings, present opportunities to
management and formulate benefits, challenges and required action for review
Prepare for sales meetings, present opportunities to
management and formulate benefits, challenges and required action for review
3.
Sales Activity:
Sales Activity:
·
Plan weekly in advance all sales calls to Clients
Plan weekly in advance all sales calls to Clients
·
Coordinate each visit with Operations / COM / HOD to
prepare an agenda and target for the sales call
Coordinate each visit with Operations / COM / HOD to
prepare an agenda and target for the sales call
·
Share weekly sales plan with meeting date/time and
sales target (agenda) with Commercial Manager
Share weekly sales plan with meeting date/time and
sales target (agenda) with Commercial Manager
·
Create sales call reports / feedback in Concerto
Create sales call reports / feedback in Concerto
·
Define action items with timelines for follow up and
instruct relevant team/support structure to prepare (e.g. information,
quotations, etc)
Define action items with timelines for follow up and
instruct relevant team/support structure to prepare (e.g. information,
quotations, etc)
·
Brief management of critical and important
developments following client meeting requiring management intervention
Brief management of critical and important
developments following client meeting requiring management intervention
·
Provide customer feedback to Operations and Quality
Management for records, analyses and response, e.g. complaints, compliments,
suggestions for improvement
Provide customer feedback to Operations and Quality
Management for records, analyses and response, e.g. complaints, compliments,
suggestions for improvement
·
Compile correspondence in follow up with the client e.g.
meeting minutes, quotations, relevant information
Compile correspondence in follow up with the client e.g.
meeting minutes, quotations, relevant information
4.
Customer Care and Servicing:
Customer Care and Servicing:
·
Service allocated key accounts
Service allocated key accounts
·
Maintain close follow up of existing customers and
plan regular service calls / visits
Maintain close follow up of existing customers and
plan regular service calls / visits
·
Service client to secure targeted volumes
Service client to secure targeted volumes
·
Arrange monthly review meetings with key account
clients
Arrange monthly review meetings with key account
clients
·
Work and coordinate closely with the relevant Head
of Department and/or Client Operation Manager concerning client service
delivery and feedback
Work and coordinate closely with the relevant Head
of Department and/or Client Operation Manager concerning client service
delivery and feedback
·
Explore opportunities to expand on the range of
service delivery to a client, as well as total volumes secured
Explore opportunities to expand on the range of
service delivery to a client, as well as total volumes secured
·
Maintain awareness of credit status, collection
dates and payment performance
Maintain awareness of credit status, collection
dates and payment performance
5.
Target and Budget orientation:
Target and Budget orientation:
·
Be fully aware of sales targets
Be fully aware of sales targets
·
Achieve weekly and monthly target sales in volumes
and gross margins
Achieve weekly and monthly target sales in volumes
and gross margins
·
Identify challenges and variations in achieving
targets, and communicate these to Commercial management
Identify challenges and variations in achieving
targets, and communicate these to Commercial management
·
Keep track of sales secured, and follow up on report
generation of volumes and gross margins secured
Keep track of sales secured, and follow up on report
generation of volumes and gross margins secured
·
Follow up with Operations on completion of work
orders (files), invoicing and collection, intervene when required to assist the
smooth service delivery
Follow up with Operations on completion of work
orders (files), invoicing and collection, intervene when required to assist the
smooth service delivery
·
Participate in preparation for annual budget,
collecting information from customers about anticipated volumes, market trends,
anticipated awards, contract renewals
Participate in preparation for annual budget,
collecting information from customers about anticipated volumes, market trends,
anticipated awards, contract renewals
·
Market rates, buying rates (suppliers) and selling
rates (clients)
Market rates, buying rates (suppliers) and selling
rates (clients)
·
Follow volatility in market rates on the Mombasa
corridor
Follow volatility in market rates on the Mombasa
corridor
·
Keep track of transport rates and provide feedback
to Corridor Managers
Keep track of transport rates and provide feedback
to Corridor Managers
·
Be familiar with all services and applicable cost
e.g. customs clearance, local delivery, handling, storage, etc.
Be familiar with all services and applicable cost
e.g. customs clearance, local delivery, handling, storage, etc.
·
Maintain record of quotations and accepted selling
rates
Maintain record of quotations and accepted selling
rates
·
Collect and record information on competition rates
Collect and record information on competition rates
·
Provide expert opinion to management for review and
negotiation of rate matrix
Provide expert opinion to management for review and
negotiation of rate matrix
·
Safeguard and whenever possible, maximize gross
margins, while maintaining a responsible and sustainable business practice
Safeguard and whenever possible, maximize gross
margins, while maintaining a responsible and sustainable business practice
·
Escalate any rate and price related matter to management
for review and action
Escalate any rate and price related matter to management
for review and action
Qualifications, Skills and Experience:
·
The ideal candidate should preferably hold a Master’s
degree
The ideal candidate should preferably hold a Master’s
degree
·
At least two years of related sales working
experience in Logistics/Freight Forwarding
At least two years of related sales working
experience in Logistics/Freight Forwarding
·
Resourceful, flexible, able to handle competing
priorities and able to fit into an international dynamic and multi-cultural
environment
Resourceful, flexible, able to handle competing
priorities and able to fit into an international dynamic and multi-cultural
environment
·
Excellent written, verbal, and visual communication
skills, with the ability to effectively communicate with a wide variety of
audiences
Excellent written, verbal, and visual communication
skills, with the ability to effectively communicate with a wide variety of
audiences
·
Excellent analytical, organizational, and creative
problem solving skills
Excellent analytical, organizational, and creative
problem solving skills
·
Ability to work independently or part of a team and
to show initiative and innovation
Ability to work independently or part of a team and
to show initiative and innovation
·
Excellent computer skills in MS Office tools (Word,
Excel, Powerpoint) and ideally familiar with the use of CRM tools
Excellent computer skills in MS Office tools (Word,
Excel, Powerpoint) and ideally familiar with the use of CRM tools
·
Be customer and results focused
Be customer and results focused
·
Honest and possessing a high level of integrity
Honest and possessing a high level of integrity
·
Excellent command of written and spoken English and
ideally also French
Excellent command of written and spoken English and
ideally also French
How to Apply:
All suitably
qualified and interested candidates should send an updated CV and cover letter
with three professional referees to the e-mail to: [email protected].
Please clearly mark the application with Bolloré Africa Logistics the position
title: e.g. “Bolloré Africa Logistics – Field Sales/ Key Accounts Executive.”
qualified and interested candidates should send an updated CV and cover letter
with three professional referees to the e-mail to: [email protected].
Please clearly mark the application with Bolloré Africa Logistics the position
title: e.g. “Bolloré Africa Logistics – Field Sales/ Key Accounts Executive.”
E-mails that
exceed 2MB will not be considered.
exceed 2MB will not be considered.
Deadline: 20th November 2015
by 5:00 pm
by 5:00 pm
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