Direct Transport Sales, Air&LCL

We offer

Joining Maersk, you will become part of the global family of the company that moves 20% of global trade every day all the way, where one of our core values is Our Employees. It goes without saying that we value diversity in all its forms, including but not limited to: gender, age, nationality, race, sexual orientation, disability or religious beliefs. We are proud of our diversity and see it as a genuine source of strength for building high performing teams.

Purpose of the Role

Being responsible for driving AIR BCO business development and performance delivery across the area. Ownership the area sales and BCO customer coverage, pipeline and actual BCO performance and delivery. Hunting new Air BCO businesses including Export and Import.

The work location could be in Shanghai, Shenzhen, or other cities within the Greater China Area.

Key Responsibilities and Geography

• Accountable for acquiring and securing new BCO customers in L&S especially for Maersk AIR products through ongoing strong management of a robust sales pipeline.
• Responsible for target customers’ AIR RFQ preparation and responses, solution design, value propositions, client presentations, gathering Maersk capability information (case studies/references), maintaining information on what we do globally for clients today, and providing input on client requirements with unique solution proposals.
• Accountable for developing customer relationships with senior decision-makers and introducing them to key Maersk executives through well-planned and coordinated customer events. Able to demonstrate quantitatively how Maersk can bring customers’ strategies to life, while detailing specific qualitative competitive advantages of working with Maersk.
• Develop the AIR BCO customer pipeline and AIR loading result.
• Meeting sales excellency sales productivity and minimum sales standards.
• Accountable for AIR BCO development.

Accountability

• Ensures consistent delivery in line with AIR business plan.
• Drives and builds strong relationships with BCO customers.
• Plans and deploys the understanding of customers' businesses and needs.
• Drives overall continuous improvement opportunities and change management, especially for file management and overall efficiency improvement.
• Drives sales excellence and delivers agreed sales targets.
• Closely collaborate with other teams.
• Actively build strong relationships with customers.

Primary internal stakeholders (key interdependencies)

• AIR product team

Primary external stakeholders

• All BCO customers

Required experience & skills

• Bachelor’s degree or equivalent in business or related field/ Supply Chain and logistics experience will be preferred.
• Minimum 10 years of experience in AIR freight forwarding business.
• Minimum 5 years of experience in AIR freight BCO sales.
• The position requires good written and verbal communication skills.
• Fluency in English and local language.
• Proficient in Microsoft Office applications and other technical software
• The ability to effectively use technology (laptop phone, etc.) to communicate and maintain productivity while travelling is required.
• Others
  • Thorough understanding of air freight market drivers.
  • Preferably a prior understanding and experience with responsible market.
  • Strategic and innovative mind set
  • Strong Customer Experience Understanding
  • Strong stakeholder management and interpersonal skills.
  • Adaptability to changes in the work environment – managing competing demands and has ability to solve complex problem.

Criteria for Success

• Deliver Sales pipeline target and new customer target
• Develop a strong BCO pipeline
• Proactively identify and mitigate issues.
• Self-motivation, inspiring and energetic.
• Actively build strong relationships with customers and ethical compliance.