About the position
The Inside Sales position is a key position to the success of the sales team. It ensures that the Field sales team are targeting the right type of business as per the Hellmann sales strategy 2022, as well as keeping Field Sales on the road longer and in front of customers; therefore, increasing productivity and the conversion rate which ultimately leads to volume increase.
Key Tasks:
Customer Quotation
- Focusing on Australian based Customer quotations that are not handled by the Key Account Team and Sales Team.
Quotation Scope & Shipment Mode
- Quotations that are within the Port to Door, Port to Port, Door to Port, Door to door
- Quotations that are within the shipment modes Air Freight, Ocean Freight LCL & FCL, Domestic Transport including out of metro. Excluding Contract Logistics quotes.
Accounts Size to be handled
- Air Freight: 70 tons per annum
- Ocean Freight FCL: 70 CBM per annum
- Ocean Freight LCL: 70 TEU per annum
Leads
- Prequalify and generate leads for the field sales team/ HWL offices
- Engage and assist with various campaigns or Hellmann value add services
- Engage in building new business from downtrading and lost accounts
- If the account is over agreed account size, the internal sales will transfer to relevant Field Sales
Prospecting Customers
- Must be able to source and schedule calls to prospective customers, Telephone introduction of what/who HELLMANN Air & Sea are and inform offered services, encourage potential customers to accept a visit from outside sales
- Must send introduction letters, campaigns & company profile via email to prospects.
- Must attend to sales and shipment inquiries of the prospects/client
- Assist in quote/tender preparation, request applicable charges from colleagues, prior to quote submission ensure to check account handler for right pricing, Follow-up proposals.
Measurement
- Assist in data input such as opportunities and lead engagements & update in Helios CRM
- KPI Target will be measured against volume and not GP
- Generation of sales lead to Field sales team monthly
- Must report to Sales & BD Manager on a weekly basis number of quotations and sales lead sent to Field Sales plus number of Inside Sales made by themselves for KPI monitoring.
- Maintain and update file concerning Customer SOPs and CSIs
- Maintain database, statistics and essential files on pertinent sales information
Key Qualifications:
- University / Bachelor's degree in international logistics or freight forwarding apprenticeship
- 3-5 years work experience preferred in an international environment
- Minimum 2 years of experience in sales function act as inside sales, digital sales
- Clear and demonstratable success in the development of profitable and sustainable business for sales
- Understanding of sales operations, Commercial impact (P&L), Solutions methodologies
- The ability in using multiple communication avenues to open doors, provide customer confidence and close business opportunities
- Excellent verbal and written communication skills
- Establish effective client and workplace relations
- Advanced negotiating skills. Ability to negotiate mutually beneficial contractual terms, ability to negotiate both internally and externally in order to achieve a status that all parties are on the same understanding and agreement.
- Exceptional organization skills. Be able to manage multiple projects and understand the priorities that have will have the biggest positive impact on the Contract Logistics product.
- Identify sales and marketing opportunities
- Build client relationships
- Make quotations
- Support and manage post-sale activities
- Apply customer service skills
- Establish and maintain effective workplace relations
- Provide information to clients and suppliers
