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Inside Sales Representative
Panalpina | Vancouver, Washington
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Job Description

Req ID: 143925
Job Function: Marketing and Sales
Full-Time/Part-Time: Full-time
Contract Type: Permanent
Job Level: Professional

Office Location: Vancouver (YVR_CITY)

Travel Required: up to 50%

Start Date: 07/04/2017

The Panalpina Group is one of the world's leading providers of supply chain solutions, combining its core

products of Air Freight, Ocean Freight, and Logistics to deliver globally integrated, tailor-made

end-to-end solutions. The Panalpina Group operates a global network with some 500 offices in more

than 70 countries, and employs around 16,000 people worldwide.

We are looking to hire a Inside Sales Representative to be responsible for achieving business unit sales growth targets and strategic priorities while driving collaboration within BU and across other BUs; maintaining existing Book of Business accounts aligned with Panalpina' s Global Sales Process; achieving sales plan objectives with the assigned clients, new targets and prospects by selling PA's products and solutions; ensuring alignment across functional areas (Product, Sales, Operations) throughout all phases of the sales cycle.


* Initiate relationships with prospective clients via targeted telemarketing campaigns
* Provides initial introduction to Panalpina's products & services
* Generate and qualify leads via various sources ie. Unassigned Accounts, CRM Prospect Pool, Internal and External requests
* Gather initial information for appropriate lead qualification; communicate findings to Sales Management for account assignment and secure appointments for BUSM follow up
* Enter into CRM all Sales Leads as well as Market Intelligence sales cycles and follow up appropriately
* Actively participate, follow up and support in defined marketing campaigns as required (i.e. direct mail, trade-lane initiatives etc)
* Support sales processes with focus on Phase One- Identify, in accordance to Panalpina's Global Sales Process
* Assist sales organization in profiling of potential target clientele and prospects utilizing sales tools available
* Verify information in CRM for possible existing clients and historic overview

* Provide follow up calls to submitted quotations within defined timelines

* Maintain up-to-date tracking through quotation log book
* Assist Sales team in Account Plan development, Mini or Full (TBD based on size of account)
* Ensure full scope of business is documented
* Track uptrader & downtrader accounts

* Support creation of SOP documentation & updates
* Support new Customer Implementation process including:

* Setup accounts with Panalpina credit department for new business onboarding
* Actively support internal communications for new client alert to appropriate Operations teams

* Communicate and escalate client issues or concerns to BUHOS/BUM


* Post-Secondary education
* CIFFA, an asset
* 2 years of Customer Service Experience, an asset


* Strong communication & interpersonal skills
* Ability to clearly communicate Panalpina's services to potential clientele
* Effective listening, investigative questioning skills for lead qualification

* Able to handle rejection; doesn't take matters personally

* Accountability; use of decision making techniques and escalate customer risk concerns

* Network and Relationship building for internal and external clientele

* Ability to work independently & in a team environment
* Planning & Organizing skills (ability to prioritize, plan, assign & control)
* Time management skills (monitoring performance against deadlines and milestones)
* Energy and resilience; high commitment and positive attitude in the face of setbacks and obstacles


* Fluent in English and/or French (where applicable by province)
* Additional languages considered an asset

Specifics for Job / Environment

* Intermediate Microsoft Office skills including Word, Excel, PowerPoint

* Working knowledge of CRMBasic knowledge of operational procedures (all modes)
* Knowledge in freight forwarding and logistics (all modes)
* Knowledge of tariffs and pricing
* Understanding of Panalpina's products & services
* Knowledge about markets and competitors

* Sales and negotiation skills


If you wish learn more about this opportunity please apply http://www.panalpina.com/www/global/en/home/careers.html

Panalpina Inc. is an Equal Opportunity Employer - Panalpina Inc. souscrit au principe d'équité en matière d'emploi

*Panalpina welcomes and encourages applications from persons with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process including recruitment, assessment, selection and hiring stages. Please call 905-755-4545 should you require any accommodations.

This company profile was created by AfterCollege and is about Panalpina. This page is not endorsed by or affiliated with Panalpina. For questions regarding company profiles, please email: care@aftercollege.com.