Goals:
The Inside Sales Representative is responsible for spot quotations, making
proactive sales calls, managing allocations and bookings. S/he performs
opportunity management and customer retention in a team with Outside Sales
and promotes the LCAG eServices
Job Responsibilities:
Sales and Relationship Management
61 Enters into transportation agreements with customers
61 Processes customer requests and performs bookings as per the booking process and the Cargo Booking Manual
61 Books standard and special products which include OAL (Other Airline) segments and conducts a loadability and profitability check before offering a rate
61 Makes quotations for ad hoc pricing requests following the rules of Target Pricing and considering profitability, the customer’s willingness to pay and upselling potential
61 Consults customers in finding the right product, and pro-actively sells customer-oriented transport solutions in collaboration with the Handling department and in close co-operation with Outside Sales
61 Has responsibility for accounts including easySales management
61 Manages LTC bookings and shares information on allocation performance as well as new allocation potential with Outside Sales Representative
61 Arranges ex-works pick-ups
61 Assists in acquiring new accounts and new business by proactively following up inbound calls
61 Supports sales team to achieve revenue and tonnage budgets
61 Joins Outside Sales Representative on sales visits as required
61 Actively shares information about activities, offers, strengths and weaknesses of market participants with the Outside Sales Representative and the supervisor / manager
61 Processes charter requests with the Network-on-Demand team
61 Manages account data in the CRM tools and communicates updates to relevant stakeholders (e.g. Outside Sales, Key Account Management, Commercial Team, Finance Department)
61 Actively pushes the eChannel usage and follows up Spot Quotes
61 Acts (together with the CST) as touch point for claims and complaints towards the customer and forwards the requests to the respective departments (CST, Claims and or accounting) and, at the same time, promotes the usage of eClaims/Complaints to the customers to submit their claims
61 Participates in local sales events.
General
61 Performs all other duties assigned or delegated by supervisors.
Job Requirements:
61 Bachelor's degree or above
61 At least 1-2 years of professional experience in cargo or an equivalent field
61 Proficiency in English
61 Industry knowledge in airfreight, logistics, transportation, and sales in the relevant field is preferred.
61 Advanced computer skills are required, including proficiency in MS Word, Excel, PowerPoint, and Outlook. Knowledge of all relevant LH Cargo systems is also preferred.