Sales Development Professional - Jamaica

About the Role

The Sales Development Professional in Jamaica plays a crucial role in boosting the company’s sales by engaging customers through remote channels such as phone, email, and online meetings. This position involves nurturing potential leads, delivering comprehensive product information, and guiding clients throughout the sales journey.

Key Responsibilities

• Contribute to forming the Commercial action plan and assist in generating commercial reports.
• Execute outreach communications primarily via calls, including commercial visits based on agency sales segmentation.
• Maintain and expand a portfolio of approximately 100 customers in Jamaica and provide sales support for the Cayman Islands market.
• Promote CMA CGM Group Services and diverse non-maritime offerings like e-commerce solutions, value-added services, intermodal transportation, and CEVA products.
• Identify market prospects, increase market share, and enhance outcomes aligned with the commercial strategy.
• Update CRM systems with commercial data and customer feedback, including opportunities, leads, and contacts.
• Achieve set targets related to sales visits via phone calls (SVPC) and meet qualitative performance metrics monitored through analytics tools.
• Respond to customer pricing inquiries and channel other customer requests to the Customer Care team.
• May be assigned to focus on particular customer segments based on agency directives, including specialization by customer type (e.g., Freight Forwarders, Beneficial Cargo Owners), trade flow (import/export), location, commodity, or trade specifics.

Performance Metrics

• Volume of CV & UCV compared to targets.
• Market share growth.
• Cross-sell lead and opportunity attainment aligned with budget.
• Value-added services lead and opportunity achievement according to budget.
• Complete portfolio coverage of opportunities.
• Win ratio ranging between 10% and 50%.
• Full coverage of offers made to customers.
• Customer performance in relation to customer allocation.
• Conversion rate of quotations into bookings.
• Minimum of 25 weekly customer touch points, primarily via calls.
• Monthly reporting of each call or visit through relevant business tracking systems.
• Accurate and quality contact management across territories.

Work Relationships

• Interaction with customers.
• Coordination with CMA CGM agency staff locally and internationally.
• Collaboration with Global Key Account Managers (GKAM).
• Engagement with CMA CGM Group Regional Offices.

Required Knowledge and Skills

• Solid expertise in shipping, with a minimum of two years experience in liner shipping.
• Proven sales experience and strong customer-facing capabilities.
• Excellent relationship-building and client nurturing skills.
• Professional conduct, positive mindset, and resilience under pressure.
• Strong problem-solving and conflict resolution abilities.
• Effective prioritization and time management skills.
• Understanding of the CMA CGM group's organizational structure, processes, and tools.
• Competency with Microsoft Office applications.
• Knowledge and experience using NOVA software.
• Analytical thinking with the ability to leverage data in decision-making processes.