Req ID: 155676
Job Function: Marketing and Sales
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.
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
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.
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
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
The Panalpina Group