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Regional IV Sales Manager - Consumer, Retail & Fashion
Panalpina | Hialeah, Florida
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Job Description

Req ID: 145902
Job Function: Marketing and Sales
Full-Time/Part-Time: Full-time
Contract Type: Regular Employment
Job Level: Professional
Sub-department: Office Location: Chicago, IL (CHI) Travel Required: No Selection Start Date: 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 Regional IV Sales Manager - Consumer, Retail & Fashion to…

* Enhance Panalpina's position in the Consumer, Retail & Fashion industry vertical (IV), specifically with an agreed customer base;
* Lead the overall global development responsibility of the assigned regional and/or global key accounts;
* Achieve customer development targets in volume & GP growth collaboratively with global/regional/country stakeholders; and
* Support regional sales efforts across a defined account base including strategy development & execution, priority focus areas & overall account preparation in line with the Global and Regional IV strategies.


* Lead the growth of assigned key accounts through cross-country/regional collaboration.
* Coordinate regular sales activities with assigned customer base in collaboration with country heads or other responsible Sales executives.
* Develop, build and nurture long-term partnerships with assigned customer base, translating Panalpina's global capabilities into customer value for maintaining and continually expanding Panalpina's share of wallet.
* Ensure alignment of customer opportunities across various countries and demonstrate a clear sales development message and proposition.
* Organize and participate in regular reviews with accounts to ensure customer satisfaction and sustainable business relationship.
* Utilize specific industry knowledge to diagnose supply chain needs. Develop and prepare strategic proposals. Participate and lead customer generated RFI, RFQ and/or RFP events.
* Drive successful customer journey, including business implementation, business handover from Sales to Operations, etc.
* Responsible for regular CRM maintenance and update for assigned customer base. Establish guidelines and standards and conduct implementation processes, customer SOP's, reporting frequency and formats, and design KPI's for new accounts.
* Supervise the maintenance and improvement of the quality standards required by the industry-specific segment. Propose, justify and implement necessary investments (i.e. IT tools, transportation, resources, etc.)
* Enhance Panalpina's position and personal expertise in the industry through contacts with prospects, presence at fairs/exhibitions, as well as workshops and seminars
* Perform other key account management functions, as needed
* Support area sales teams with industry expertise to drive growth
* Develop IV intelligence through the creation and communication of case studies
* When directed, develop a sales pipeline of additional target growth accounts

Customer Relationship

* Organize and participate in regular business and performance reviews with the customer to ensure customer satisfaction and sustainable business relationship.
* Build up and further improve all geographical customer relationships with the assigned Key Account Management team.
* Develop global multi-level contacts between customer and Panalpina for proper reciprocal function interfaces.
* Gather global strategic forecast from key accounts and communicate and update capacity and logistics footprint requirements to relevant Product Organizations on a quarterly basis or as required.

General Management

* Display strong leadership both externally towards Customer and internally towards Key Account Management team, Country Management and upper Management.
* Engage and interact with country and regional management (MD/HMS).
* Work in close collaboration with Regional and Global Head of IV.
  • Ensure full adherence to CRM process.


    Good knowledge of

    * Panalpina's strategy and products
    * the international supply chain management
    * the air freight industry
    * the ocean freight industry
    * regulatory aspects affecting Panalpina and industries
    * markets (customers, competitors, suppliers, overall environment and major trade lanes)
    * forwarding and international supply chain management IT systems

    Extensive knowledge of

    * trends and opportunities in the forwarding industry
    * respective industry verticals including trends, opportunities and threats
    * negotiation skills
    * supply chain management and logistics
    * good financial skills
    * ability to review, analyze and understand contracts


    Good ability to

    * plan strategically and translate strategy into operational roadmaps, deploying resources efficiently while pushing for results
    * take complex decisions and be accountable, demonstrating managerial courage and taking responsibility while managing risk
    * lead people in a matrix format, including hiring and retaining talent, directing reports, defining KPI's and monitoring performance
    * recognize and nurture talent by advising, coaching, motivating and empowering others
    * Extensive skills to integrate and coordinate resources across functions and borders, building and using networks, encouraging collaboration across borders, being open to outside input and sharing knowledge and expertise

    Good ability to

    * organize, including prioritizing, planning, assigning and controlling objectives
    * influence and negotiate
    * drive innovation, manage change and deal with ambiguity, devising effective change management processes

    Profound ability to

    * focus on customer service as a core value, increasing operational efficiencies and setting and monitoring high standards of quality while taking necessary steps to retain and improve customer relationships

    Good ability to

    * present and articulate
    * work under pressure and deal with tight deadlines with high energy and resilience
    * extensive communication and networking skills
    * extensive inter-personal skills with positive mindset
    * good International experience and mindset and willing to travel as required
    * high integrity
    * high result-oriented and places great emphasis on customer focus
    * Good knowledge of Microsoft® Office Software (Excel®, Word, PowerPoint®, Visio, and others)
    * Good knowledge of GT Nexus, Log-Net or other purchase order management/supply chain visibility systems
    * Good knowledge of SAP® or other ERP systems especially as it relates to reporting and analysis


    * Fluent in English

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