Bluorbit Express
Job Title: Sales Executive Courier – BO/HR/SEE/01/23
1. JOB PURPOSE
Manage and develop the assigned sales territory to maintain and grow the BLUORBIT market leadership position. Achieve individual sales targets while meeting key customer needs.
2. PRINCIPAL ACCOUNTABILITIES
1. Manage and develop a portfolio of prospects and existing customers through building a strong customer relationship to ensure that customers’ needs are recognized and met.
2. Establish customer agreements and ensure that pricing guidelines are always applied and profitability targets for customers are met. Ensure that customers’ prices are reviewed on a regular basis and whenever any discrepancy arises between actual and promised volumes a re-negotiation takes place.
3. Develop and implement an approach to secure competitors and prospects business in the shortest time possible. Establish Prospects pipeline to support this approach and target them accordingly.
4. Exploit all new opportunities from existing and potential customers (prospects) ensuring a maximum penetration of BLUORBIT in assigned territory.
5. Develop and implement a personal sales plan and call cycle that incorporates initiatives for identifying and gaining new business and maximizes growth of existing customers to achieve the individual sales (volume and profitability) targets.
6. Manage all customer-related information by communication with the selling team around specific customers as well as in the sales systems so that other BLUORBIT staff can access customer and territory information.
7. Monitor customer performance, loyalty, and satisfaction to measure success, business fluctuation and possible business risk. Take appropriate corrective action internally and/or with the customer.
8. Promote BLUORBIT brand image and values through own appearance and behavior so that it reflects BLUORBIT high standards and develops customers’ relationships.
3. NATURE AND SCOPE
a) Context
The Sales Executive is the prime BLUORBIT customer sales contact. The Sales Executive is in daily contact with customers, mainly decision- makers and influencers, but also the users. Internally the Sales Executive has day-to-day interaction with colleagues from the sales team: Customer Support Executive, Corporate Account Executive and Sales Support.
b) Reporting Relationships
The Sales Executive to the COO. The Sales Executive is responsible for the assigned sales territory.
c) Contacts
The person will have day-to-day contacts with customers and will represent BLUORBIT externally in the assigned sales territory. Internally, they will have frequent contact with the COO and colleagues within the Relationship sales team, as well as ongoing contact with Customer Service, Customer Accounting and Operations.
d) Problem Solving
The Sales Executive will be the primary customer contact whenever Bluorbit business is at risk due to issues such as competitive actions, dissatisfaction with Bluorbit service etc. The person will have to resolve those problems in the most efficient way to retain the customers.
e) Decision Making
The Sales Executive will have to make decisions during negotiation with customers related to volume and discount levels as well as additional services offered. The COO will propose discount agreements to the Sales Executive for approval.
f) Planning and Organization
The Sales Executive must establish actionable sales plans for managing prospects and existing customers. The person will have to plan and organize himself in the most effective way; effective route planning and an agreed call cycle with the Customer Support Executive covering the sales territory. The Sales Executive courier will have to organize time effectively to reach agreed revenue and profitability targets as well as the agreed commercial productivity standards.
g) Job Challenge
The key challenge of this job is to deliver the agreed levels of revenue and profit in the assigned sales territory, whilst meeting key customer needs.
– Minimum of 12 new business meetings per week, throughout cold calling, and referrals.
– Usage of Reach, new business meetings uploaded weekly.
– Minimum of 8 new direct customer business accounts signed per month. (Linked to monthly CTC revenue target)
– Quarterly revenue achieved review.
h) Skills
– Sound negotiation skills
– An eye for business opportunities
– Ability to work independently with minimum supervision.
– Ability to persuade and sell.
– Communication and Interpersonal Skills
– Problem solving and creative thinking.
– Strategic and Consultative Selling
i) Competencies
– Integrity
– Innovation
– Drive for results
– Influencing
– Stress Tolerance
4. KNOWLEDGE, SKILLS AND EXPERIENCE
– Planning and organizing
– Relationship building
– Influencing
– Drive and initiative
– Numeric skills
– Great communication skills – written and oral
– Analytical
– Commercial focus
– Highly self-motivated
– Presentation skills
– Proven track record in sales
– Ability to speak Arabic is an advantage.
– A Valid driving license.
Job Requirements
– Bachelor’s degree
– Minimum 5 years’ working experience in Courier field.
– Proficiency in verbal and written English and Arabic language is an advantage.
– Knowledge of MS Office applications, outlook
– Excellent negotiation skills, organization skills, communication & interpersonal skills
– Good manner, mature and team spirit