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    Senior Account Executive - Makati, Pilipinas - DEMPSEY RESOURCE MANAGEMENT INC.

    DEMPSEY RESOURCE MANAGEMENT INC.
    DEMPSEY RESOURCE MANAGEMENT INC. Makati, Pilipinas

    6 araw ang nakalipas

    Dempsey Resource Management, Inc. background
    Buong oras
    Paglalarawan
    I


    JOB MISSION/PURPOSE:


    To sell and help develop the sales team management of the products/services of PTCAT asdefined below to B2B and B2C customers in the Philippines and overseas.a.

    Shipping Product/Services – General Shipping Agency, Maritime Services,Equipment Management, Vessel Charteringb. Freight Management – Domestic & International Forwarding, NVOCC, AirfreightForwarding, Customs Brokeragec.

    Logistics – Contract Logistics, VMI, Project Cargo Management, NationwideDistributionTo work in synergy with the PTCAT Trading Team in identifying and creating exponentialgrowth of logistics volumes and help improve the overall pricing efficiency of the tradingteam.

    To ensure that policies and processes are complied with and cost model and contractmanagement methodologies are employed in the attainment of PTCAT Sales & MarketingExpansion goals.

    The position also entails the responsibility of being SMEx Manager alter ego in BusinessDevelopment Team undertaking of PTCAT.II.


    ORGANIZATION RELATIONSHIPS:
    Direct Manager

    • Sales and Marketing ManagerDirect Reports
    • Account Executives
    • ResearchersMembership
    • Business Development Team
    • SER/AOP Management Team
    • PTCAT HSE TeamIII.

    GENERAL JOB DESCRIPTION/KEY RESULT AREAS:
    The Senior Account Executive Job is Generally described as follows.1. Manage sales team activity and assist in planning, calls, profit & loss analysis ofaccounts is 10%.2. Help manage the periodic Suspecting, Prospecting, Targeting and Pipeline works is20%.3.

    Co-lead with the SMEx Manager in developing innovative proposal and deliveringstrategic sales presentations to customers and stakeholders both in face-to-faceelectronic media engagements is 20%.4.

    Contrive drawing of monthly reports needed for sales is 10%.5. Managing and mentoring a team of account executives to ensure that sales objectivesare achieved is 20%6. A/R management work is 10%7. Active involvement SER/AOP works and outings is 10%IV.


    DETAILED TASK LIST:
    1. Customer Account Managementa. Notation of account executives call reportb. Participate and coach in price negotiations with the teamc. Lead and or participate in new customer on-boarding into the PTCAT customer on-boarding systemd. Take lead in collecting customer feedback to determine product and serviceshortfalls.2. Sales & Marketing Expansion management taska. Face to face callsb. Alignment and management of forward steps on call reportsc. Close dealsd. Management of account cost modelse. Finding leads and connections reaching out to suspecting, prospecting, targetingand pipeline works3. Interface and management of account executivesa. Draft and draw materials for customers and stakeholders presentation andcomprehensionb. Attendance to industry clubs and association events and functionsc. Intra PTC Group engagementsd. Employee review and evaluatione. Pre-call briefing meetings, post call reviews4. Monthly reports management tasksa. Drafting and drawing of call reportsb. Participate in the production, management and distribution continuous collateralsand its updates (Sales & Marketing Expansion Manager and PTC Group)c. Consolidation and analysis of monthly sales call reportsi. Consolidated & Aligned monthly Forward Action Reportii. Consolidated monthly Projected Business Reportiii. Consolidated Production Report5. Account Executive management tasksa. Participation in hiring and on-boardingb. Candidate interviewc. Immersion/orientationd. SMEx orientation/traininge. Participate internal cross taskingf. Assist performance evaluationg. Travel, outing & event administration expenses managementh. Organizational team building & coaching participationi. Character building work and assistj. Coaching works (conversion, pipeline management, closures, presentation,outings & communications demeanor, etc.)6. A/R work taska. Manage the team in monitoring uncollected or overdue account receivables.b. Participate with the team in monthly updates of AR with the Accounting Officer.7. SER/AOP work processa. Contribution in Business Development Work Tasks (attendance to PTCAT BizDevteam works)b. Contribution in SER Initiatives – Customer conversion worksc. Participation in PTCAT HSE team worksV.


    DIMENSIONS:

    FINANCIAL RESPONSIBILTY

    • Monitoring of account executive expenditures
    • Monitoring of travel outings to maximize monthly call planPEOPLE RESPONSIBILITY
    • Direct ReportsProvide people-management, motivation, training, development staffingresponsibilities, cross-training and preparation for promotion and succession.o Account Executives
    • Indirect ReportWorking with others and building networko (12) Operation Teamo Trading Teamo (4) Finance Teamo (4) Admin TeamKEY RELATIONSHIP
    • Internalo General Managero Operations Managero Trading managero Accounting Managero Admin & Process Controls Manager
    • Externalo PTC Shipping Clustero Other PTC Groupo Partnerso Supplierso CustomersVI.

    QUALIFICATION, SKILLS AND PERSONAL ATTRIBUTES:

    EDUCATION

    • Any 4-year Business Course or industry-relatedEXPERIENCE
    • At least a graduate of relevant bachelor course or the equivalent of 7-year of workingexperience in the service industry
    • Must have experienced managing a minimum of 4 sales FTEs with field outing autonomies.
    • Experience with qualitative and quantitative research methods
    • Experience in process management is an advantage
    • Experience in cost model management is an advantageKNOWLEDGE AND SKILLS
    • Can communicate effectively in written and spoken English and Tagalog
    • Can effectively perform the basic computer functions of Word, PowerPoint and Excel
    • Having social media skills and affinity is an advantage
    • Having driving skills and license is an advantage
    • Previous logistics experience is an advantage
    • Strong negotiation skills
    • Good & confident Presentation SkillsPERSONAL CHARACTERISTICS
    • Effective Versatility (environments, tasks & accountability, people)
    • Can influence others towards goals without reliance on authority or position
    • Above average social, ethical and organizational standards
    • Able to read the landscapes (business, social, government & regulation) for opportunityand risks.
    • Good at building consensus 9internaal & external)
    • Ability and willingness to commute /travel for local and regional outings.
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