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

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

    1 linggo ang nakalipas

    Dempsey Resource Management, Inc. background
    Paglalarawan
    I


    JOB MISSION/PURPOSE:
    To sell and help develop the sales team management of the products/services of PTCAT as
    defined below to B2B and B2C customers in the Philippines and overseas.
    a. Shipping Product/Services – General Shipping Agency, Maritime Services,
    Equipment Management, Vessel Chartering
    b. Freight Management – Domestic & International Forwarding, NVOCC, Airfreight
    Forwarding, Customs Brokerage
    c. Logistics – Contract Logistics, VMI, Project Cargo Management, Nationwide
    Distribution
    To work in synergy with the PTCAT Trading Team in identifying and creating exponential
    growth of logistics volumes and help improve the overall pricing efficiency of the trading
    team.
    To ensure that policies and processes are complied with and cost model and contract
    management methodologies are employed in the attainment of PTCAT Sales & Marketing
    Expansion goals.
    The position also entails the responsibility of being SMEx Manager alter ego in Business
    Development Team undertaking of PTCAT.
    II


    ORGANIZATION RELATIONSHIPS:
    Direct Manager


    • Sales and Marketing Manager
    Direct Reports


    • Account Executives
    • Researchers
    Membership


    • Business Development Team
    • SER/AOP Management Team
    • PTCAT HSE Team
    III.


    GENERAL JOB DESCRIPTION/KEY RESULT AREAS:
    The Senior Account Executive Job is Generally described as follows.

    • Manage sales team activity and assist in planning, calls, profit & loss analysis of
    accounts is 10%.

    • Help manage the periodic Suspecting, Prospecting, Targeting and Pipeline works is
    20%.

    • Co-lead with the SMEx Manager in developing innovative proposal and delivering
    strategic sales presentations to customers and stakeholders both in face-to-face
    electronic media engagements is 20%.

    • Contrive drawing of monthly reports needed for sales is 10%.
    • Managing and mentoring a team of account executives to ensure that sales objectives
    are achieved is 20%

    • A/R management work is 10%
    • Active involvement SER/AOP works and outings is 10%
    IV


    DETAILED TASK LIST:

    • Customer Account Management
    a. Notation of account executives call report
    b. Participate and coach in price negotiations with the team

    c. Lead and or participate in new customer on-boarding into the PTCAT customer on-boarding system

    d. Take lead in collecting customer feedback to determine product and service
    shortfalls.


    • Sales & Marketing Expansion management task
    a. Face to face calls
    b. Alignment and management of forward steps on call reports
    c. Close deals
    d. Management of account cost models
    e. Finding leads and connections reaching out to suspecting, prospecting, targeting
    and pipeline works


    • Interface and management of account executives
    a. Draft and draw materials for customers and stakeholders presentation and
    comprehension
    b. Attendance to industry clubs and association events and functions
    c. Intra PTC Group engagements
    d. Employee review and evaluation
    e. Pre-call briefing meetings, post call reviews

    • Monthly reports management tasks
    a. Drafting and drawing of call reports

    b. Participate in the production, management and distribution continuous collaterals
    and its updates (Sales & Marketing Expansion Manager and PTC Group)
    c. Consolidation and analysis of monthly sales call reports

    i. Consolidated & Aligned monthly Forward Action Report
    ii. Consolidated monthly Projected Business Report
    iii. Consolidated Production Report


    • Account Executive management tasks
    a. Participation in hiring and on-boarding
    b. Candidate interview
    c. Immersion/orientation
    d. SMEx orientation/training
    e. Participate internal cross tasking
    f. Assist performance evaluation
    g. Travel, outing & event administration expenses management
    h. Organizational team building & coaching participation
    i. Character building work and assist
    j. Coaching works (conversion, pipeline management, closures, presentation,
    outings & communications demeanor, etc.)


    • A/R work task
    a. Manage the team in monitoring uncollected or overdue account receivables.
    b. Participate with the team in monthly updates of AR with the Accounting Officer.

    • SER/AOP work process
    a. Contribution in Business Development Work Tasks (attendance to PTCAT BizDev
    team works)
    b. Contribution in SER Initiatives – Customer conversion works
    c. Participation in PTCAT HSE team works

    V


    DIMENSIONS:

    FINANCIAL RESPONSIBILTY

    • Monitoring of account executive expenditures
    • Monitoring of travel outings to maximize monthly call plan

    PEOPLE RESPONSIBILITY

    • Direct Reports
    Provide people-management, motivation, training, development staffing
    responsibilities, cross-training and preparation for promotion and succession.
    o Account Executives


    • Indirect Report
    Working with others and building network
    o (12) Operation Team
    o Trading Team
    o (4) Finance Team
    o (4) Admin Team


    KEY RELATIONSHIP

    • Internal
    o General Manager
    o Operations Manager
    o Trading manager
    o Accounting Manager
    o Admin & Process Controls Manager


    • External
    o PTC Shipping Cluster
    o Other PTC Group
    o Partners
    o Suppliers
    o Customers

    VI.


    QUALIFICATION, SKILLS AND PERSONAL ATTRIBUTES:

    EDUCATION

    • Any 4-year Business Course or industry-related

    EXPERIENCE

    • At least a graduate of relevant bachelor course or the equivalent of 7-year of working
    experience 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 advantage

    KNOWLEDGE 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 Skills

    PERSONAL 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 opportunity
    and risks.


    • Good at building consensus 9internaal & external)
    • Ability and willingness to commute /travel for local and regional outings.
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