MEA Route Development Specialist

Kuehne & Nagel Logistics, Inc. New York , NY 10007

Posted 3 days ago

Route Development Specialist

  • ME

New York, New Jersey

Job description

...

Your tasks and responsibilities

The ZS-MD position will be part of seafreight's commercial activities in the Export Trades. This position will be responsible to secure new business as well as multiple existing businesses. This position will use every available internal and external sources of market and customer information to identify potential new customers and lost/house accounts in the Export markets. This position will also tailor KN's product offering to individual customers' needs and present KN's offering to the client/business. This position will work independtly of the KN sales force and drive higher KN seafreight volume, growth rates, GP and NP2. The key to this position is to get KN's product in front of more potential clients and land new customers and cargo. The ZS-MD will work closely with the MEA Trade Director as well as the Area ZS's and ZV's.

Categories of Work:

The duties of the ZS-MD are as follows (working with the sales force and independently):

  • Search all available data sources (e.g. Missing Shippers Report, Piers/DataMyne, industry publications, etc.) for potential new, lost or expanded KN business opportunities.

  • Target accounts will be vetted by the ZS-MD through CoreLog, once this is done in conjunction with the Trade Director in charge and close dialogue with the Area ZS's and ZV's, this is to ensure there is no duplicate effort being made and that we are all aligned.

  • Assess the client's needs

  • Prepare client approach plans presentation materials

  • Attain appointments with potential clients and present KN's product capabilities

  • Close accounts at a pace that meets budget and future targeted account base and volume targets

  • Manage customer interactions from initial appointment thru to the customer decision.

  • Hand over the account ownership to the local operations office as designated by the Area ZS.

  • Work closely with destination offices to make sure he/she is aligned or for any needed information at destination.

Specific Duties:

  • Search all available data sources

o Utilize KN's Missing Shippers report to track down shippers who no longer ship with KN.

o Utilize KN's Piers/DataMyne subscriptions to find customer leads

o Utilize any/all sources of information on industries and companies that use seafreight in the export trades including internal sources. Sources include industry journals, websites, general press publications, etc.

o Use Corelog and pipelines to drive the number of KN pitches to prospective clients

o Develop and maintain a list of target accounts

o The target list of accounts will be vetted and screened by the Trade Managers and the Area ZS's and ZV's.

o Once all parties are in alignment and agreement, the ZS-MD will enter into a deeper analysis of the account.

  • Assess client's needs

o Prior to meeting with the client judge what is of interest to the client primarily looking for the clients problems and opportunities

o Poll internal KN and external sources for information on the target customer.

o During and after meetings with the potential customer gather information on the customer's issues and opportunities

  • Prepare client approach plans presentation materials

o Prior to meeting with the potential customer craft customer information and KN capabilities into a compelling presentation of KN's value to the customer

o After initial customer meeting modify customer specific KN offering to better match customer issues and opportunities

o Utilize all available communications tools to present the most effective image of KN and our capabilities (verbal, PowerPoint, internet, video, etc.)

  • Attain appointments

o Use any available ethical means to get in front of the customer's decision makers

o Draw upon trade, ISC, intermodal, Area ZS and operations, other modes inside KN to assemble the most effective KN team to meet with the customer

o Schedule and hold meetings and follow up internally and with the potential customer to maximize the impact of every meeting.

  • Close accounts

o Reach the decision makers in the target customer

o Focus on the customer's issues and opportunities and how KN can solve issues and realize opportunities.

o Present a winning rate and service package to the customer. Pricing will be provided direct from the respective Trade Managers.

o Obtain the customer's commitment

  • Closed Accounts and Managing customer interactions

o This is a Hunter and farming role.

o Once an account has been closed the account is to be handed over to operations.

o This account will then become a 'House' account.

o The ZS-MD will still stay in contact with the client as the original owner of the relationship.

o In conjunction with the Area ZS ensure that the customer's needs are being met and that the account moves committed freight with KN

  • Reports:

o All newly gained accounts/businesses need to be included in a specific report showing all accounts' details, volumes secured and shipments on a weekly basis.

o This position will use Business Objects on a daily basis to monitor booked and shipped reports of gained accounts and interfere if needed.

  • Communication and Network:

o This position will be responsible to use KN Network for the preparation of local CST's in conjunction with ZSs and ZVs either accounts to be visited by self or jointly with ZS-ME

o This position will also be responsible to organize International CST's for visitors from MEA Region in conjunction with area ZS's and ZV's.

  • Targets & KPI's

o Specific TEU target for the MEA Trades (ME, AF and East Med).

o GP/teu

o Specific Sales Calls per week

o KPI's will be laid out in HCMS

Your skills and experience

Skills and Experience:

  • Bachelor degree

  • Minimum 3 years relevant experience in transportation (Sales experience is a plus)

  • Strong verbal and written communication and presentation skills

  • Self-disciplined and self-motivated to produce aggressive results

  • Available for continuous national travel

  • "Hunter" and "farmer" characteristics.

Good reasons to join

We offer competitive compensation, a comprehensive benefits package, employee discounts, tuition reimbursement, excellent training programs and a highly dynamic global work environment.

Contact

Kuehne + Nagel Inc

  • New York

  • Head Office
    10 Exchange Place

Jersey City, NJ 07302-3920

About Kuehne + Nagel

With over 70,000 employees at some 1,300 locations in over 100 countries, the Kuehne + Nagel Group is one of the world's leading logistics companies. Its strong market position lies in the seafreight, airfreight, contract logistics and overland businesses, with a clear focus on providing IT-based integrated logistics solutions. Further information can be found at www.kuehne-nagel.com

Learn more >>

kncareers.com

Reference Number: req32798

Kuehne + Nagel Inc. is an Equal Employment Opportunity/Affirmative Action Employer and does not discriminate on the basis of race, color, creed, religion, sexual orientation, sex, age, national origin, gender, gender identity, genetic information, uniform service, protected veteran status or disability, or any characteristic protected by federal, state, or local law with respect to employment opportunities.

Skills and Experience:

  • Bachelor degree

  • Minimum 3 years relevant experience in transportation (Sales experience is a plus)

  • Strong verbal and written communication and presentation skills

  • Self-disciplined and self-motivated to produce aggressive results

  • Available for continuous national travel

  • "Hunter" and "farmer" characteristics.

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MEA Route Development Specialist

Kuehne & Nagel Logistics, Inc.