A pivotal salesperson in the BU Air sales channel, plays a vital role in driving our organization's growth.
Your Role
Their primary focus lies in developing medium-sized accounts, nurturing opportunities, and strengthening relationships to achieve successful business conversions.
Your Responsibilities
Hunting New Business
- FA-DV's primary mission involves actively seeking out and acquiring new business opportunities. This includes identifying potential clients, prospecting, and initiating contact with leads.
- They should be adept at cold calling, networking, referrals, and other lead generation activities.
Relationship Management
- FA-DV focuses on nurturing and growing existing medium-sized accounts within their portfolio. This involves understanding client needs, providing tailored solutions, and ensuring customer satisfaction.
- They collaborate with clients to identify growth opportunities, upsell products or services, and maintain long-term relationships.
- Building strong relationships with clients is crucial. FA-DV should actively engage with key stakeholders, understand their pain points, and address any concerns.
- Regular communication, follow-ups, and personalized attention contribute to successful relationship-building.
- While hunting new business is essential, FA-DV should also pay attention to existing accounts (farming). This means maximizing revenue from current clients by identifying cross-selling or upselling opportunities.
- They should proactively explore ways to expand business within their existing portfolio.
- Identification of customer stakeholders, executives, managers, decision-makers, and influencers. FA-DV should identify key stakeholders within the company who can influence purchasing decisions.
Corelog, Visibility and Engagement Management
- FA-DV should actively collaborate with colleagues making use of different ways to provide visibility of the opportunities they are developing. Early engagement is key, and visibility supports engagement from other stakeholders during the sales cycle.
- Work in advance towards RFQs and tenders. Follow guidelines and sales processes, making sure to accomplish tender phases and KPIs are met.
- Ensure the CoreLog data for customers under your responsibility remains accurate and high-quality. This involves mapping stakeholders, gathering account intelligence, and tracking RFQ phases according to the sales guidelines.
Pipeline Management
- Participate in pipeline discussions, bringing attention to the opportunities and proposing actions to increase the likelihood of business conversion.
- Manage your accounts in a way to provide meaningful and clear information and supporting on strategy definition for RFQs and Tenders.
Your Skills And Experiences
Business Acumen
- A deep understanding of business development is crucial. FA-DV must identify growth opportunities, build relationships, and drive revenue. Analytical thinking and strategic planning skills are valuable for assessing market trends and making informed decisions.
Communication Skills
- FA-DV interacts with various stakeholders, including team members, clients, and senior management. Effective communication is vital. Clear, concise, and persuasive communication helps convey expectations, goals, and strategies. Ability to do presentations and explain solutions are important.
Industry Knowledge
- Familiarity with the air logistics industry is crucial. Understanding market trends, regulations, and industry challenges helps in effective client communication.
Relationship Building
- Building and maintaining strong relationships with clients is vital. FA-DV should be personable, empathetic, and a good listener. Trust and rapport lead to successful long-term partnerships.
Team Collaboration
- Collaborating with colleagues, cross-functional teams, and management is essential. Sharing insights, aligning strategies, and leveraging internal networks contribute to success.
Resilience and Persistence
- Sales can be challenging. FA-DV should handle rejection, setbacks, and pressure with resilience. Perseverance in pursuing leads and overcoming obstacles is critical.
Analytical Skills
- FA-DV must analyze data related to accounts, sales pipelines, and performance metrics.
Ethical Conduct
- Upholding ethical standards is critical. FA-DV represents the company and must maintain integrity in all interactions.
Good Reasons to Join:
As an employer, Kuehne+Nagel stands for equal opportunity, and we are committed to diversity in our teams with regards to people with disabilities. We believe that you can make a valuable contribution to Kuehne+Nagel and look forward to receiving your application.
