Local Client Manager (FMCG)

We offer:

We offer you exciting career opportunities with an international reach to further expand your experience through our diversity-focused and award-winning talent development initiatives.

We strive to deliver the right environment for the right people while fostering a culture of fairness, mutual respect, responsibility, and care for our business and our customers. We value the diversity of our talent and will always strive to recruit the best person for the job.

We have a competitive compensation and benefits package for full-time employees. Our talent policies are recognized worldwide as one of the best in the industry and we continue to look for new ways to invest in our people through ongoing personal and professional development initiatives.

Key Responsibilities:

• Manage and develop the assigned portfolio; secure business and achieve objectives within the Sales Channel (for Supply Chain, Contract Logistics, Customs, Trucking as well as Import & Export Ocean freight)
• Build a good understanding and relationship with key targeted customers and the assigned portfolio (contact, commodities, trade lanes, type of business, contract information including exceptions and service requirements)
• Build a good understanding of all service offerings to be able to offer integrated logistics, end-to-end solutions
• Researching and understanding the local FMCG & Cold-chain markets in Thailand to identify and establish business contacts with potential customers, forecast, build pipelines of clients, solutions and business opportunities
• Develop customer value propositions for appropriate business opportunities. Strive for consultative sales to distinguish market presence by effectively probing and identifying needs and suggesting solutions to help customers
• Follow direction settings and stay on top of business signals to secure both long-term and short-term opportunities
• Communicate significant trends, price fluctuation and policies to assigned portfolio
• Work closely with Customer Service, Trade & Marketing, Product and other related functions to ensure customer needs and market intelligence are updated and communicated. Coordinate and execute commercial approach in response to customer needs and the market situation
• Ensure sales systems and reporting are precise and up to date for management tracking, analysis and planning

Parameters for Success

• Volume and Profitability
• Value Selling (ocean products & supply chain services)
• Customer Satisfactions
• Sales Functional Excellence

Who are we looking for:

• 5 - 7 years of experience working as a Sales Representative, Account Manager etc. with a proven track record of targeting, pursuing and winning new business opportunities, through both personal and collaborative selling efforts, in tendered and non-tendered environments
• A good understanding of Contract logistics and Shipping Line products, solutions, pricing and terminology.
• Willingness to learn and sell a wide portfolio of Land, Ocean and Air Products
• Drive, follow up, goal-oriented, positive mindset
• Ability to deliver on goals without direct supervision
• Understands the competitive landscape, and can adjust approaches to customers as a result
• Strong presence and ability to communicate/present/consult with ‘C’ level decision-makers
• Ability to work in a fast-paced international environment and cope with large-scale business challenges
• Capable in building strong and lasting relationships and networks at multiple levels, focusing on decision-makers and influencers, both locally and internationally.
• Well-developed communication, persuasiveness, influencing and presentation skills as well as the ability to do needs evaluation and handle most common customer objections
• Has strong negotiation skills
• Resilient, tenacious and persistent
• Self-motivated and performance-driven
• Numerate and analytical
• Fluency in English
• Chinese speaking is a plus