1 Ocean Field Sales Manager Corporate Unit: Area North Location: Xi’an Reporting to: North Field Sales Manager Staff Responsibility: N 2 General Description • Acquisition of new SME customers and maintain existing customers within the assigned sales area 3 Specific Accountabilities • Identify high potential SME customers for locally controlled Sea, Air, Land, Rail and Contract Logistics in the assigned sales area • Schedule sufficient number of appointments with potential clients, meeting above criteria, in line with KPIs and quality standards given by the Sales Manager • Build relationships based on professional advice with potential SME customers within the assigned sales area • Acquire locally controlled new SME customers in the assigned sales area in line with the KPIs • Ensure close FUP (follow-up) of CST (customer) visits from overseas colleagues • Report sales activities on a regular basis and maintain up-to-date customer profiles via the Schenker CRM system (Cloud) in line with the quality standards given by the Sales Manager and the KPIs • Identify potential business for Schenker Network partners by generating qualified sales leads and follow up on all sales leads from indoor sales / products / overseas and ensure they are answered and immediate action is taken in line with Sales Leads KPI • Actively support Network partners in new business acquisition where necessary (e.g. supplier visits) • Actively participate in sales campaigns rolled out on a Trade Lane or sub regional level • Actively engage RDM and VMM, as well as sales manager / branch manager, in joint sales calls within the assigned sales area • Ensure in-cooperation with Customer Service / Operation teams a proper implementation of the new business • Understand the deep request of assigned existing customers and set up solid trustworthy relationship to maintain gained business while dig out our more potential deeply 4 Skills Required • Sound knowledge of logistic services (Sea, Air, Land, Rail and contract logistics) • Sound understanding of sales processes and consultative selling concept • Knowledge of Chinese Trade and relevant Laws, Regulations, Process and Procedures • Knowledge of common IT tools (MS Office suite, Customer Service Applications, Tracking Tracing tools etc.) • Fluent in written and spoken English and Mandarin • Strong presentation skills 5 Experience and Qualifications • Chinese University graduated with Bachelor’s degree or above • Minimum 2 years’ experience in foreign freight forwarding company 6 Core Competences • Strong relationship building ability • Initiative • Target and Result focus • Business acumen • Highly self-motivated • Winning personality • Good communication skills, pro-active, fast acting, supportive and forward thinking.