Account Exective

Generate profitable business for ZIM with a given portfolio of customers. Identify areas of growth and potential opportunities, constantly work to increase sales in designated areas of responsibility, and manage the defined sales process for assigned customers and prospects.

Manage the sales process with potential and existing customers to maximize short and long term results

Build, maintain and manage relationships with customers in the assigned portfolio

Handle the sales process with customers by performing needs analysis, designing solutions and negotiating deals

Identify and pursue opportunities for cross-sell and up-sell to existing customers

Maintain direct contact (face-to-face) with customers on an ongoing basis according to visit plan

Identify potential customer issues and solve them in collaboration with the sales team

Deliver all sales presentations to key customers

Qualify customers' sales potential and plan activities to increase share of wallet

Identify and develop leads and new customers

Evaluate activities and products of the competition and compare them with ZIM’s products

Review market analysis to determine customer needs, contract terms and rates

Analyze relevant customers for targeted sales campaigns and build a work plan to increase sales

Communicate closely with trade and cross-functional teams on market intelligence, service updates, customer challenges and opportunities

Follow and use sales best practice and tools

Develop strategic and tactic sales plans to accommodate personal and corporate goals

Build account plans for customers including: Account's short and medium term forecast, growth potential, needs assessment, proposed steps for growth

Monitor and report sales goals/targets/KPIs in line with company’s objectives

Forecast sales activities and set personal/company goals accordingly