POSITION SUMMARY
Plan, organize, direct, control, and develop the FedEx Sales organization throughout Asia Pacific, Middle East, and Africa. Assist in the creation and execution of business strategies to ensure the achievement of revenue goals, and that all revenue producing programs are implemented in such a way that revenue goals and increased market share are achieved.
PRINCIPLE DUTIES AND RESPONSIBILITIES
- PEOPLE MANAGEMENT – Select, train, develop, motivate, and monitor performance of direct reports, and develop a succession plan to achieve functional and departmental objectives within People-Service-Profit guidelines and the delivery of the Purple Promise.
- SALES STRATEGY – Identify potential accounts within market segment; maintain key accounts; analyze activities of competitors in market, and assess their potential impact on FedEx; prepare and communicate annual sales strategies and bonus plans; direct negotiation with major customers, determine, assign and recommend actions to maintain competitive strengths in order to ensure strong market penetration and revenue generation, as well as to ensure an effective strategy to build market share.
- SALES PROGRAMS AND ACTIVITIES – Represent FedEx when initiating sales programs and activities; develop and implement revenue generating programs and ensure full support for new product development in collaboration with other departments, meeting with and negotiate with major customers to ensure high and continuous revenue and profit goals.
- SALES COMMUNICATIONS – Direct communication channels to ensure coordination between Sales and Operations to keep employees informed and support employees’ motivation, maintain relationships with major customers on a high level. Direct communication with top customers in emergency situations to provide continued quality service with company plans and maximize revenue generation to achieve business objectives.
- QUALITY MANAGEMENT – Develop, implement and modify policies and procedures to suit each country operations; ensure contingency plans are in place to rapidly respond to changing conditions and business or customer needs; improve and maintain total product quality through management, sales, accounting, coaching and planning skills in order to minimize company’s risk exposure and ensure process efficiency.
- REPORTING AND ANALYSIS – Review trends of customers to determine future strategy; develop the business plan at the regional level; monitor regional sales performance and report monthly variances from plan to meet with regional sales plan and business goal.
- BUDGET – Prepare and submit annual budget to top management; control, monitor and report results on a regular basis to achieve budget plans.
JOB SPECIFICATIONS
Academic:
- Bachelor Degree or equivalent
Experience & knowledge:
- At least 10 years’ relevant experience in Freight Forwarding or Logistics industry
- At least 7 years of solid experience and proven track record in sales management
- Strong understanding of the air and ocean freight forwarding import & export process
- Business travel is required
Attribute:
- Strong human relations, communication, and negotiation skills
- Business-oriented and remarkable business acumen
- Strong interpersonal and leaderships skills
- Excellence communications and presentation skills
- Fluency in spoken and written English
