Head of Commercial Development-Yuesen M/F

Mission Description                      

• Based in Nairobi and Reporting to the Deputy Managing Director, the purpose of this role is to organize and lead execution of a sustainable and profitable development of the Yuesen East Africa YAEA business through:-

Sales Performance

• Sales planning and deployment in the context of Newsales, Tenders, upselling of YAEA services, AGL and Yusen Logistics network development, customer account management and pricing / quotations based on overall business objectives and strategy and performance monitoring.
• Build a qualified sales pipeline.
• Develop trade lanes and partnerships to exploit market opportunities.
• Develop and apply pricing structures for Clients and tenders and perform negotiations on contracts and conditions with key customers.
• Optimise account profitability, retention and upselling.
• Conduct Client and AGL / Yusen Logistics trade lane development and tenders based on target prospects.
• Drive end to end pricing and tender management processes.
• Analyze and suggest strategies to react to changing business trends.

Customer Service

• Determine the crucial needs of key Clients and communicate these to the operations managers / supervisors to ensure the customer will receive first- class customer care and service.
• Lead the freight forwarding and order processing activity based on freight rate purchases and service agreements with shipping lines, airlines and international partner offices.
• Conduct half year customer satisfaction surveys and seek necessary improvements for key accounts
• Participate in the monthly account reviews.
• Analyze and profile client accounts based on performance, value and potential and generate periodic reports.
• Generate monthly sales operations reports for submission and consultative review with management.
• Keep Management updated on customer needs and relevant market intelligence.

Profile

• Business Degree or related training, 5 years experience in a Logistics or FMCG industry.