District - Route Development Manager -Transpacific

Panalpina   •  

Secaucus, NJ

Industry: Transportation


8 - 10 years

Posted 46 days ago

This job is no longer available.

Primary Purpose:

• Primary trade sales contact for the District, the RDM is the central point of contact for overseas countries/districts

• Oversees a particular trade lane for the district

• Achieve sales plan objectives with personal targets by effectively selling Panalpina products

• Compile target list in close cooperation with District Head of Sales, Business Unit Managers and Trade Lane Managers

• Share target list with overseas (integrate overseas targets) and handle list as a “living documents”

• All targets must be entered in CRM, as well as any updates. Monitor results on a monthly basis, using CRM as the supporting tool.

• Actively generate sales leads and communicate to overseas counterparts

• Participate in tender management process as sponsor by providing customer related information

• Assure successful customer implementation with operations and/or business units

• Provide input to Air and Ocean Procurement for product development

• Plan and carry out CSTs (Consignee Selling Trips) abroad when needed

• Receive and coordinate incoming CSTs

• Create local awareness of assigned trade lane through presentations, sales kits, cheat sheets, pricing links, etc.

• Educate local sales staff through joint calls

• Escalate pricing and market issues on target accounts to TLM (insufficient pricing, investment needed, etc.)

• Report on market information, competitor activities, product issues etc.

• Monitor results

Skills & Requirements

• Higher educational level (business administration, economics, logistics)

• Work experience minimum 8 years

• Industry experience minimum 5 years

• Marketing & Sales experience minimum 3 years

• Functional know-how of air and ocean freight

• In-depth route knowledge

• Market knowledge (customers, competitors, suppliers)

• Strong network and relationship building capabilities

• Able to sell and close a sale by effectively negotiating with decision makers to maintain and expand business opportunities

• Ability to define problems, analyze facts and determine valid solutions to resolve the issues

• International mindset