Sales Activities
Working on a territory with an Indoor Sales partner/s, to win and develop Medium and Large customers within a specific geographic territory, through regular face to face contact.
Plans and prepares for sales visits to both existing and prospect customers e.g. contact person, potential, trading history, etc using the sales system and other available, relevant information.
Performs business development visits to appropriate contacts within existing and prospect customers according to the agreed activity KPI’s and approved TSM sales processes.
Supports marketing campaigns by visiting target customersas appointed by the Indoor Sales partner
Identifies the potential trade profile of customers and makes appropriate offers in line with the TNT commercial policy to win the business.
Consistently presents the full range of TNT products, services and technologies to every customer.
Wins new medium and large customers through the closing of business on the appropriate tariffs.
Investigates the share of wallet for each customer and develops existing customers via up selling and/or cross selling.
Sales Administration
To perform all sales administration activities in order to maintain accurate information essential to develop revenue and improvecustomer satisfaction and maximise the face-to-face selling time.
Effectively manages time through correct use of the agenda and plans travel to maximise selling time.
Completes and updates customer information and documentation as required by the business.
Accurately updates the Sales systems following each customer interaction to ensure complete and current client information such as potential trade profiles, decision makers, record communications etc.
Reviews the territory sales performance with the Indoor Sales partner and prepares information as necessary for sales meetings, weekly debriefs and quarterly sales reviews.
Relationship Management
To ensure we win, keep, develop and recover Ad-hoc, Small, Medium and Large customers by building lasting, mutually beneficial relationships
Forms professional and appropriate relationships with decision makers in identified customer organisations through positive face to face contact.
Ensures all customers are contacted on a regular basis by following the agreed contact strategy.
Ensures customers are kept up to date with relevant TNT information and reports, where applicable.
Establishes appropriate relationships and communicates with other relevant functional areas as required to ensure customer satisfaction.
Process Management & Implementation
To execute relevant TSM processes, policies and procedures in order to ensure the consistency, efficiency and quality of internal and external customer experiences
Understands the approved TNT Win, Keep, Develop and Recover Profitable Customers sales processes and refers to process materials as required.
Ensures correct execution of new and existing TSM policies and processes in line with customer requirements.
Provides feedback on potential process improvements that can improve the customer experience.
Cross Functional Relationships
Develops positive relationships with BU level management in functions that support success in the TSM channel to ensure TNT’s value proposition continues to meet the requirements of the Ad-hoc, Small, Medium and Large customers
Establishes potential product opportunities by identifying new developments within the channels customers and competitors in the local markets and actively informs the TNT product development team.
Ensures all customers within the TSM channel are charged the correct rates and price increases are managed as required.
Maintains a close relationship with key functional areas such as SpS, customer solutions, commercial, operations, customer service and other departments to ensure all business opportunities are developed and TSM customers receive a consistent, positive customer experience
Market Place Information
To gather competitor and customer data through indoor sales activities in order to create awareness of local market trends and competitors activities.
Interacts with customers to establish market information specific to them.
Keeps up-to-date with local market trends and relates impacts upon their customers via media such as; newspapers, internet, etc…
Collects competitor intelligence e.g. Rate Tariffs, brochures, etc and passes the information onto the Marketing department.
Shares information with colleagues to improve the effectiveness of the TNT value proposition against competitor product offers.
CSR and Health & Safety
Complies with the company's corporate social responsibility, health, safety and environmental standards and responsibilities as identified within TNT Express management systems and effectively implement and maintain these management systems.
Job Details
| Date Posted: | 2016-05-02 |
| Job Location: | Jeddah , Saudi Arabia |
| Job Role: | Sales |
| Company Industry: | Shipping |
Preferred Candidate
| Career Level: | Entry Level |
| Gender: | Male |
| Degree: | High school or equivalent |
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