District Head of Sales (Los Angeles, CA, US)

Panalpina • Los Angeles, CA 90009

Posted 1 week ago

Job Description

Req ID: 155562

Job Function: Marketing and Sales

Full-Time/Part-Time: Full-time

Contract Type: Regular Employment

Job Level: Professional

Office Location: Los Angeles, CA (LAX), United States

Start Date: 09/03/2018

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 80 countries, and employs around 15,000 people worldwide.

We are looking to hire a District Head of Sales to manage allocated sales team to deliver performance whilst always following the global sales processes and driving towards the strategy and goals. Establish a collaborative sales effort between SME, RDM and IV sales on targeted customers.


* Manage allocated sales team to achieve or exceed budgeted GP

* Assign sales force to accounts (targets and prospects), by doing a regular review of Holding accounts and house accounts.

* Execute and control the sales activities in line with the strategy

* Review pipeline and account focus of sales to ensure it fits to the strategy

* Develop and coach sales force to ensure product knowledge and value selling

* Join sales people on large opportunities for B+ level accounts to assist in closing the deal

* Assure successful account implementation with Operations, Customer Service or LAM

* Report on sales development using CRM and SS&G reports. Use BW reporting features for Activity, Sales Cycle, and other CRM reports against Sales Responsible and/or Commercial Accounts within assigned territory

* Provide weekly report to HMS & BUMs on highlights & lowlights

* Coordination of CST visitors for sales calls and local needs (hotac, transport etc)

* Provide first level of support on CRM to sales force

* Perform monthly FOD reports from PRA to tie sales forecast to actual revenue

* Hold regular performance reviews with all sales staff

* Communicate effectively by holding weekly conference calls and monthly sales meetings

* Manage and ensure SIP process is followed

* Support District Manager with budget and forecasts (MDPC)

* Support District Manager with identifying critical opportunities and support requirements (MDPC)

* Provide feedback to dotted line managers on direct reports for support and development

* Ensure sales support functions are delivering to the needs of the sales team incl. market research for new prospects

* Train new hires on the sales process

* Assure full compliance with the global sales processes

* Maintain regular review of Activities to ensure call text data is present.

* Sales Cycles are progress showing development with mandatory Phase History

* Sales Cycles show the correct status for SIP measurement

* Sales Cycles with no change in opportunity after 3 months are closed

* Sales Leads are actioned by Sales Responsible with change of Phase & Date within 7 days of initial receipt

* Sales Leads with incomplete or incorrect info are Declined within 7 days

* Sales Leads for other branches are re-assigned immediately on receipt

* Sales Leads are answered or closed within 21 days

* Outgoing Sales Leads are completed with proper information, AND those without response in over 21 days should be closed (Unsuccessful).

Decision Making Authority

* Disciplinary responsibility over the assigned territory sales organization

* Market driven customer selling rates using the MSR

* Service offering in line with corporate guidelines


Functional/Industry Requirements

* Functional know-how in air / sea / logistics /SCM

* Strong sales know-how

* Understanding of Panalpina strategy and products

* In-depth local market knowledge (customers, competitors, suppliers, overall environment)

* Basic business administration competence

Skills & Competencies

Management Skills

* People Management and Leadership Skills (Recruitment/Selection/Training Development/Coaching/Performance Management)

* Able to manage cross-functional interfaces (Operations and ISPs)

* Organizational skills (prioritize, plan, assign, delegate and control)

* Capable of independently meeting expected sales goals in the assigned territories

Personality Traits

* Customer focus

* Sales-driven

* Problem solving and decision making skills

* Communication and interpersonal skills

* Negotiation and persuasion skills

* Relationship building and maintenance capabilities

* Presentation skills

Educational Background / Work Experience

* Business administration / commercial background

* Relevant working experience minimum 5 years

* Industry experience minimum 3 years

* Sales experience minimum 2 years

Language Skills

* Fluent in English and preferably other languages



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