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New Business Development
1. Planning and Development
Identifies and brings forward new business opportunities
Establishes a prospecting plan; identifies potential clients using knowledge of the market electronic databases, industry trade associations, trade shows, networking events, and consults other sources of information.
Prepare action plans
Identifies decision makers at target clients
Maintains a good understanding of client business segment and of solutions proposed by the competition.
Identifies and analyze customer needs and develop solutions adapted to client expectations
Negotiates prices and conditions based on the type of service offering; proposes complementary services.
Obtains a service agreement/contract
Account Retention
Follow-up and portfolio maintenance
Maintains regular contact with clients
Anticipates evolution of customer demands and translate those into service offerings.
Responsible for ongoing, continuous customer relationship development with attendance at industry networking events, and hosting of customer entertainment meetings
Collaborates with Schenker’s Business Development and Product Management Teams in developing innovative value propositions and customer solutions
Gathers and shares with Schenker staff, verbally or in written form, pertinent market information and data on existing and prospective clients as well as on emerging industry trends and competitor activities
- Require 10 years of relevant sales experience; understands and anticipates customer needs
- Degree in relevant discipline preferred
- Concrete business examples of sales accomplishments.
- Plans work and measures performance
- Business Community involvement.
- Good interpersonal skills required.
- Excellent written and verbal communication skills.
- Strong negotiation skills.
- Microsoft Office & Ability to learn and use other applications
- Fluency in second language an asset
- DRIVE FOR RESULTS - Clearly sees goals and objectives and manages efforts effectively to achieve them. Able to overcome barriers and to keep self and others focused. Bottom line driven and consistently a top performer.
- ACTION ORIENTED - Enjoys hard work and activity and demonstrates interest and energy in situations or areas that look like a challenge to be overcome. Not afraid to make quick decisions and recognizes and grabs more opportunities than most.
- COMFORT AROUND HIGHER MANAGEMENT - Is comfortable and at ease when in the company of senior managers whether in exchanging information, presenting or accepting projects or assignments. Is responsive to their requests with a professional approach that represents intuitive understanding of how they think and process information.
- PERSEVERANCE - Makes a plan and sticks to it and doesn't stop until it is accomplished or finished, with energy and drive. Recognizes and accepts barriers and challenges and never gives up.
- LISTENING - Has the ability to listen deeply and actively and to collect information from tone, body language and style, to enhance the verbal message. Is able to understand the root of opinions or information and can articulate it even if in disagreement. Recognizes that listening is critical to affecting the behavior or agreement of others.
- NEGOTIATING - Demonstrates diplomacy as well as being direct and forceful, has the ability to gain concessions without damaging long term relationships or dialogue. Negotiates skillfully with internal and external groups by listening and demonstrating commitment and integrity, resulting in gained trust and credibility.
- COMPOSURE - Maintains poise and a focus on business at hand and achieving results and doesn't react to difficult personalities or situations. Keeps a steady hand and head does not become emotional or needy. Perseveres when encountering unexpected challenges or disruptions and signals character and self-possession.
- TIME MANAGEMENT – Displays deliberate and focused work habits resulting in a maximized use of time and energy to meet deadlines and accomplish priorities. Is able to ignore distractions and irrelevant interruptions. Gets more done in less time than others.
- WRITTEN COMMUNICATIONS - Is able to communicate clearly with the written word, and able to adapt to a variety of settings and venues. Can communicate so that messages are decoded completely and accurately.
- PRESENTATION SKILLS - Is able to command and engage a group in a variety of settings, will well prepared and effectively presented material. Creates and manages the group dynamic and is able to amend presentation strategy when it is not accomplishing the intended goal.
- CUSTOMER FOCUS - Develops and maintains mutually respectful and trusting relationships with internal and external customers and concentrates on always meeting or exceeding their expectations. Uses customer information and feedback to continuously evolve and improve products and services. Always acts, plans and executes with the customer needs in the forefront.
- INTERPERSONAL SAVVY - Is able to connect with all and any individuals at all levels inside and outside of the organization. Able to build rapport, and develop constructive, effective and appropriate relationships. Is effective at facilitating discussion or resolution.
- ETHICS AND VALUES - Believes in and demonstrates adherence to the established and effective core values and behaviours. Continuously sets an example as a role model and rewards the demonstrated behavior of others. Uses the established values as a rudder to drive decisions, provide feedback and execute the role.
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About us
At DB Schenker, you are part of a global logistics network that connects the world. A network that allows you to shape your career by encouraging you to contribute and truly make a difference. With more than 76,000 colleagues worldwide, we welcome diversity and thrive on individual back-grounds, perspectives and skills. Together as one team, we are Here to move.
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Disclaimer
Accommodation and Commitment to Equity
Schenker of Canada is proudly committed to ensuring equitable hiring practices and believes in giving each and every applicant an equal opportunity to succeed on his or her own merit. Schenker of Canada strives to ensure that all recruiting processes are non-discriminatory and barrier-free and will provide accommodations throughout the recruitment process to applicants with disabilities. If you are selected to participate in our recruitment process, please inform either the recruiter or the hiring manager of the nature of the accommodation(s) that you may require. Information received relating to accommodation needs of applicants will be addressed confidentially.
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