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Sales Analyst

Expired Job

The Panalpina Group Chicago , IL 60290

Posted 4 months ago

Req ID: 155676
Job Function: Marketing and Sales
Full-Time/Part-Time: Full-time
Contract Type: Regular Employment
Job Level: Intern/Trainee/Apprentice

The Panalpina Group is one of the world's leading providers of supply chain solutions, combining its core products of Air Freight, Ocean Freight, and Logistics to deliver globally integrated, tailor-made end-to-end solutions. The Panalpina Group operates a global network with some 500 offices in more than 80 countries, and employs around 15,000 people worldwide.

The Sales Analyst position primarily engages in supporting all aspects of the Sales organization in managing and growing country accounts and trade lanes. This should be achieved through the close monitoring of new and existing accounts, identification of growth opportunities, management of sales performance against key metrics, and driving overall customer satisfaction through all stages of the sales cycle.

Responsibilites:

Generate new sales leads by conducting research and identifying viable customer pipeline candidates

Ensure proper incoming and outgoing lead management.

Develop a strategy to target new accounts for additional business opportunities over the short and long term.

Pre-qualify incoming leads; Assign to proper sales responsible based on customer potential, geography and sales managers current pipeline

Manage and own incoming leads with customer potential less than USD 15,000 gross profit

Ensure the timely follow up and closure of incoming and outgoing leads per corporate guidelines

Generate outgoing leads to District sales managers and route development managers through the use of available industry market intelligence, online research and CRM

Account Management

Create and update target list of new and existing (house) accounts.

Serve as point of contact between Panalpina customers, internal operations and counterparts to ensure resolve issues and propose solutions.

Conduct meetings, presentations and sales visits to develop relationship with customers.

Sales Administration

Responsible for the new internal customer set-up requirements including creation of ACR, establishing credit, power of attorney and MAR (mass account re-assignment process)

Assist sales managers and route develop managers with processing documents, as needed

Support the District sales team with customer quotes by acting as the liaison with the Ocean & Air Freight Pricing desks when needed

Follow up with sales managers and/or customers on the status of open quotes to secure opportunities

Act as secondary contact and customer service for customers when Sales Managers are unable to be reached

Monitoring of customer trends through available internal reports to proactively support sales manager to identify attrition and/or upsell opportunities

Troubleshoot data quality issues and make recommendations to sales and operations teams.

Drive process improvements related to on-boarding new customers.

Interact with pricing desk

Sales Standards & Governance

Support a performance management culture within the District sales team by bringing transparency to progress against KPIs

Conduct data quality checks within CRM to ensure pipeline volume accuracy and activity timeliness and liaison with sales managers to improve quality and accuracy

Provide CRM and Panorama training to new and/or existing sales managers, as needed, including opportunity management, activity management and general platform navigation

Marketing Support

Develop general market updates for external distribution to customers based on internally received market updates, online research and feedback from sales managers

Support sales managers with customer facing presentations, more specifically quarterly business reviews (QBRs) as needed, including the pulling of required data, e.g. volumes, financials, trade lane information, performance metrics, etc.

Skills & Requirements

Functional understanding of forwarding products air/sea/logistics

Demonstrated competency in process & system design & delivery, needs assessment, process improvement, Project Management of IT solutions & business logic

Comprehensive understanding of customer requirements in terms of information flow, transportation, warehousing & logistics

Excellent communication & interpersonal traits in the areas of presentation skills.

Excellent level of computer literacy including VISIO, Prezi, PowerPoint, Excel, MS Office and Project Management

Ability to move forward successfully with minimal direction: self-motivated & autonomous

Capable of remaining professional & effective in light of sometimes very stressful situations

Strong ability to define, develop, and document business processes and procedures

Organizational skills (prioritize, plan, assign and control)

Ability to manage cross-functional interfaces

Ability to consistently meet daily, weekly and monthly deadlines

High result orientation and customer focus

Strong analytical & problem solving skills

Strong network & relationship building skills

Ability to travel within defined geography

Bachelors Degree required
5-7 years related work experience
1-3 years sales related experience

To apply, please send resume to


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Sales Analyst

Expired Job

The Panalpina Group