The role involves identifying and building a database of potential customers, qualifying prospects by reviewing their business needs, commodities, trade lanes, and service requirements, and using data analysis to prioritize high-potential opportunities. It also includes assessing customers’ financial capability, decision making authority, and market accessibility, engaging them through meetings, presentations, and product demonstrations, and securing purchase commitments and forecasted requirements. The role coordinates RFQ and pricing activities with Sales Support, negotiates commercial terms and conditions, and works with the relevant teams to finalize agreements, complete customer onboarding, and proceed with the booking process.
1. Identify leads (prospect customer) database to develop a list of likely target customers (name, phone number, address, are they part of our supply chain) that can be further researched and contacted for qualification.
Qualification (Sales)
2. Qualify leads (prospect customer) and their business needs, patterns, and trends (i.e., contact, commodities, trade lanes, type of business, contract information including exceptions and service requirements) to determine whether they possess the characteristics that make them a good fit for Milaha products and can be converted.
3. Perform data mining to identify customer business needs, patterns, and trends (i.e., contact, commodities, trade lanes, type of business, contract information including exceptions and service requirements) to efficiently establish a focused list of the highest potential target customers.
4. Determine potential customer (prospects) ability to pay, authority levels, market accessibility to decide whether they possess the characteristics that make them a good potential customer.
5. Communicate with potential customers (prospects), often utilizing product demos and presentations, to convert them from potential customer to current customer.
6. Establish purchase commitment (& follow up on commitments) from customers, and work with them to formulate accurate forecasted needs so that Request for Quotation (RFQ) are generated by clients and received by Sales Support.
Request for Quote (Sales)
7. Coordinate with Sales Support to provide relevant pricing input via review of market data, competition activities, and industry trends, so that Quotations can be generated as competitively and timely as possible.
Negotiation (Sales)
8. Negotiate with customers using professional sales approaches and techniques, and provide any clarification on products, price, terms, and conditions to close sales transactions.
9. Coordinate with Sales Support & Product & Pricing sections to share any relevant negotiation information & follow up to align terms & conditions between customer and product & pricing.
Closing (Sales)
10. Coordinate with Sales Support & Service Delivery sections to share final agreement to move. forward to booking process to validate that the customer has been onboarded per the Standard Operating Procedure, and that the sale is finalized.
11. Execute effective handovers to Customer Service, Operations, Finance, etc., of the terms and conditions agreed with customers in their contracts; to move sales transactions to execution of service.
12. Verify that the committed sales volumes have been followed through, monitor the profitability in line with agreed service levels and contractual obligations so that if required any corrective actions are established to best meet customer needs and maximize sales.
13. Educate customers about the shipment process to make it clear so that it enables a smooth customer onboarding experience in Milaha.
Governance & Policy
15. Record all data in the Customer Relationship Management (CRM) tool so that all data is transparent, accessible, and updated on time with high-quality & accuracy.
Skills
Education & Professional Qualification
• Bachelor’s Degree
• Preferred - Good academic background with strong analytic and mathematic skill
Professional Experience:
• 8-10 years’ experience in a similar role.
• Preferred - Proven Sales background in the 3Pl/Logistics industry.
• Preferred - Experience with logistics processes, systems & solutions is a plus
Geographic Experience:
Computer Skills:
• Solid PC operational knowledge along with Microsoft Office 365 application
• Hands-on experience with Customer Relationship Management (CRM)
Language Skills:
• Fluent in English, both written and spoken.
• Other languages advantageous.
Market/Industry/Functional Knowledge:
• Customer Focus - Is service oriented and dedicated to meeting requirements of internal and external customers. Maintains effective relationships and handles difficult customers tactfully. Acts with the customer in mind.
• Achievement Orientation - Undertakes and is results oriented. Takes charge, shows self-motivation and ambition for personal and professional achievements. Has a competitive drive to get things done.
• Relationship Building - Builds relationships and networks; works through and with others. Communicates and negotiates effectively and persuasively.
• Analytical Thinking - Analyses problems effectively and solves complex issues. Considers the long-term impact and anticipates future consequences and trends. Creates new insights and generates innovative solutions.
• Compliance - Careful and thorough, gathers complete information. Works well under a formal framework and precise rules. Strives for quality.
• Composure - Keeps emotions under control. Performs even under stressful situations. Has a positive influence.
• Risk Management - Assesses risks and makes timely decisions based on relevant information. Can take high risk decisions when necessary and is not afraid of facing difficulties and adversity. Creates competitive strategies and plans.
• Motivate Others-Understands differences in people and viewpoints. Creates a sense of belonging in the team. Inspires people to perform.
