Outside Sales Representative - Lufthansa Cargo

Mô tả Công việc

Goals

The Outside Sales Representative is responsible for opportunity management and sales visits in coordination with Inside Sales and Manager Sales & Handling or Manager Sales. S/he performs structured sales visits and opportunity acquisition in coordination with Inside Sales.

Outside Sales and Inside Sales Representatives work together as a team to serve all customers of the specific market.

Tasks

Within the operational targets set by the Head of Sales & Handling (F/GC), the local Manager Sales & Handling (F/GC-G ) or local Manager Sales (F/GC-X ), the Outside Sales Representative performs the following duties:

Sales and Relationship Management

• Achieves sales budget targets for assigned accounts
• Creates rate offers, with and without guarantee of transportation
• Enters into transportation agreements with customers
• Identifies and manages opportunities with existing customers with the goal to negotiate new profitable business focused on long-term or regular business
• Acquires new customers and identifies new business with the help of LCAG sales tools and external sources of information
• Performs market and account analysis and develops action plans using customer relationship information and internal reports in cooperation with Inside Sales and Commercial Team
• Organizes and performs sales visits including presentations to customers with the aim to market the LCAG product and service portfolio and involves Inside Sales Representative as required
• Organizes customer events
• Maintains customer data and captures sales activities in the CRM tool
• Actively pushes the eChannel usage and promotes eAWB
• Manages capacity agreements such as LTCs in co-operation with Revenue Management as described in the Sales Rule Book
• (Re-)Negotiates special rate agreements and LTCs as per Sales Rule Book considering market developments and customer’s performance
• Develops and sells customer-oriented logistic solutions in collaboration with the Handling department and the Inside Sales Team
• Shares information about activities, offers, strengths and weaknesses of his customers with Commercial Manager, Inside Sales, Sales (&Handling) Manager and Key Account Management
• Actively supports the local customer segmentation process
• Acts as “touch point” for Claims and Complaints and transfers them to Regional Customer Solutions Team (CST), respectively to the Claims departments and/or the accounting team following the process. Promotes the usage of eClaims/Complaints.

General

• Performs all other duties assigned or delegated by supervisors.