The posting
Job Description
Manage, steer and develop the SG & MY sales performance management strategy, in line with the regional business plan, in order to gain new customers and to enhance the existing customer portfolio and therewith contribute to national, regional growth and profitability. Key mission is to drive SFDC efficiency & effectiveness. Working closely with the Marketing/BI teams to support SFDC and the global BI reporting. Supports the marketing and sales campaigns throughout the year through using the data from our GEODIS CRM system and GEODIS sales and operations performance reporting systems currently available and systems to come.
Marketing support
- Identify customer groups as target audience for the marketing campaigns through identification of target customer segments.
- Ensure effective Demand and Lead generation activities through the measurement of the success of previous and ongoing campaigns, understanding the drivers of success through the data and analysis of the behavior of customers and potential customers.
- Identification of the customers’ growth potential in new business services with GEODIS through analysis of their existing spend with us on separate products/service bought, trade lanes used against what is available through “lookalike” customers.
- Using data to understand and strategise different marketing messages to the multiple touchpoints that each Business-to-Business customer present.
- Drive ROI when digital marketing spend is activated.
- Optimise sales campaigns through better identification of ROI for marketing spend.
- Ensure timely and accurate reporting of data. Provide not just data but analysis to assist in decision making, identification of trends and seasonality.
- For Internal data, where data structures may not clearly understood by the different users currently and rules of reporting documented, to work with the different departments of finance, sales and global colleagues to build understanding.
- For external data, to drive the reporting and analysis for currently available independent sources of external data against GEODIS internal revenue and volume performance data
- Build comparison of data between GEODIS and external data to understand total market share, total market growth benchmarks to identify Sources of Growth.
- Build understanding of our performance against competitors, against available market to us, for current timeframe and forecasted future for growth mapping.
- Build understanding of industry type (verticals), where opportunities lie against our strength and where there are growth areas to capitalize in each sector.
- Build understanding of product type (Airfreight, Ocean freight, Contract Logistics etc) against our growth ambitions.
- Mapping trade lane performance from external sources against internal data.
- CRM Salesforce.com activities
- Drive CRM data integrity, monitor user adoption and facilitate alignment and adoption conversations with RHO
- Support sales community in creating an optimal process of entering sales opportunities without inflating the pipeline
- Analyse in-depth activities and pipeline information entered and identify key reasons for lack of data integrity (stage movement, ageing, timely input and update etc)
- SG& MY Sales Plan and Budget
- Support in completing the annual budget submission to regional.
- Measure sales activities, analyse the data, draw a conclusion and give direction to the national / regional sales organization to contribute to the national / regional profitability
- Analyse national market trends and sales opportunities and propose actions
- Optimize, implement and manage compliance to sales policies and procedures within sales department
Sales Performance Measurement, Power BI
- Support in sales performance management review and cadence
- Develop, build and manage sales performance reporting and analysis
- Generate reports on performance of the sales department, match performance with overall objectives as stated in the annual plan and propose corrective actions if necessary
- Propose enhancements on existing reports to increase report visibility and efficiency
- Monthly update of Sales Incentive calculations
- Manage CRM usage of Sales Support staff and to ensure all sales actions are documented and visible for national, regional and global management
- Identify the team and/or individual developmental needs/opportunities
- Submit management information related to performance as well as the opportunity pipeline for assigned accounts, to National Sales Director to steer and take corrective actions if applicable.
- Generate performance report from CRM and analyse findings
- Perform regular customer surveys related to the quality of the services
Compliance
- Collaborate with regional team in sales related projects and own the implementation in the country (e.g. sales training programmes, tools & reporting systems)
- Ensure CRM usage and compliance by monitoring all CRM activities
- Ensure proper & timely handover of Sales SOP’s and relevant details to all involved Sales
- Provide complete and timely information regarding new business to concerned parties within the region
- Identify and act on external marketing opportunities
- Complete all available G-Campus training modules relevant to your sales function
- Live and embrace the company values in day to day interaction internally as well as externally
Requirement
· Bachelor's degree / Diploma
· Prior experience in Freight Forwarding.
· Operational experience a plus factor.
· At least 3 year’s working experience preferably in the Freight Forwarding industry
· Competent in Microsoft Office and strong Excel skills
· Good command of written and spoken English
· Good product/industry knowledge.
· Self-Motivated.
· A Team player.
· Pro-active and requires limited supervision.
· Fast learner
· Good inter-personal skills and customer-focused attitude.
