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BU Head of Sales - San Francisco: Panalpina

Job ID09-0166
Company NamePanalpina
Job CategoryTransportation/Logistics; Sales
LocationSan Francisco, CA
Position TypeFull-Time, Employee
Experience2-5 Years Experience
Desired Education LevelBachelor's degree
Date PostedNovember 6, 2009
View Panalpina profile and job listings

Business Unit Sales Manager



Tasks

· Manage and control the sales organization within the assigned sales territory

· Propose sales plan (SME)

· Execute and control the sales activities in line with the validated sales plan

· Assign salesforce to targets/clients

· Develop business with assigned A and B targets/clients (sales ownership for maximum 12 months)

· Assure successful account implementation with Operations, Customer Service or LAM

· Share information using sales-support tools (CRM)

· Optimize cost of sales

· Assure compliance with the Sales process

Decision Making Authority

· Disciplinary responsibility over the local sales organization

· Margin and selling rates

· Service offering in line with corporate guidelines

· Process ownership for local contents

Skills and Requirements

Functional/Industry Requirements

· Functional know-how in air / sea / logistics /SCM

· Strong sales know-how

· Understanding of Panalpina strategy and products

· In-depth local market knowledge (customers, competitors, suppliers, overall environment)

· Basic business administration competence

Management Skills

· People Management and Leadership Skills (Recruitment/Selection/Training Development/Coaching/Performance Management)

· Able to manage cross-functional interfaces (Operations and ISPs)

· Organizational skills (prioritize, plan, assign, delegate and control)

· Capable of independently meeting expected sales goals in the assigned territories

Personality Traits

· Customer focus

· Sales-driven

· Problem solving and decision making skills

· Communication and interpersonal skills

· Negotiation and persuasion skills

· Relationship building and maintenance capabilities

· Presentation skills

Educational Background & Work Experience

· Business administration / commercial background

· Relevant working experience minimum 5 years

· Industry experience minimum 3 years

· Sales experience minimum 2 years

Fluent in English and preferably other languages

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