Insides Sales Representative (M/F)

Job description

Dallas, TX (United States of America)

Goals:

The Inside Sales Representative is responsible for: Spot quotations, making proactive sales calls to follow up on lost ad hoc business and LTC (Long Term Contracts) requesting and bookings. She/he performs opportunity management and customer retention with Outside Sales, and promotes E-Service. Inside Sales and Outside Sales work together in assigned teams (Tandem) to serve the customer. They form a Sales Tandem Teams with the aim to serve the customer on a local and regional level

Tasks:

Within the operational targets set by the District/Country Manager Sales and Handling, the [District / Country] Manager Sales Local Manager Sales and Handling and/or the Team Leader Customer Services, the Inside Sales Representative performs the following duties:

Sales and Relationship Management:

·  Achieves sales budget targets jointly with Outside Sales tandem partner(s)
·  Manages smaller customers who are not contacted by Outside Sales
·  Joins Outside Sales tandem partner from time to time when visiting customers
·  Identifies and manages sales opportunities within his/her scope of responsibility
·  Executes pro-active sales calls in close collaboration with Sales Steering Specialist and Outside Sales Representative with the intention to negotiate new profitable business focused on long-term or regular business
·  Acquires new customers by searching for new business by proactively following up inbound calls with the help of tools used by Lufthansa Cargo AG (for example:  opportunity management functionalities within “easy Sales”)
·  Performs Market and single customer analysis within his/her scope of responsibility,  and develops targets and action plans using customer relationship history and internal reports in cooperation with the Outside Sales Representative and Sales Steering Specialist
·  Submits quotations for ad hoc pricing requests with the intention to offer a rate that maximizes the profit of Lufthansa Cargo AG and the customer’s willingness to pay, including MAX (process for capacity requests) requests if required
·  Performs regular follows-ups on the fulfillment of ad hoc pricing/spot quotation with the customer
·  Consults customers in finding the right product, and pro-actively sells customer oriented logistic solutions in collaboration with the Handling department and in close co-operation with the respective Outside Sales Representative
·  Attains up-selling potential
·  Manages customers together with the Outside Sales Representative based on weekly figures and customer development including regular visits and coordinates customer events
·  Actively shares information about activities, offers, strengths and weaknesses of market participants with the Sales Steering Specialist, the Outside Sales Representative and the supervisor / manager
·  Communicates on a regular basis with Outside Sales Representative, Sales Steering Specialist the Flight Control Specialist and the Customer Solution Specialist
·  Books all standard and special products which include OAL (Other Airline) segments and conducts a profitability check before offering a rate
·  Receives charter requests, fills out the sales lead form and forwards it to Lufthansa Cargo Charter Agency
·  Performs load ability check and possibility for outsized or special shipments
·  Keeps easySales customer data updated
·  Actively communicates easySales data on customers, especially changes and information relevant for the other sales roles (for example: Outside Sales Representative, Sales Steering Specialist, KAM (Key Account Management)
·  Actively pushes the eChannel usage
·  Acts as the Touch point for complaints, for example: receipt of (verbal, written, e-mail) complaint, filling out of appropriate template and forwarding to Area Customer Feedback Team/Area Complaint Team within Corporate Solutions and Technologies
·  Acts as the Touch point for claims for example receipt of claim in written letter or e-mail form, filling out of appropriate Outlook template "Claims for Customer Relations Team" and forwarding of requests to the central claims department
·  Promotes usage of eClaims to the customer to submit their claims
·  Shares information with Sales Steering Specialist and Outside Sales Representative about usage of LTC (Long Term Contracts) (for example: non-performance detected, potential customer for LTC identified)
·  Arranges ex-works pick-ups
·  Checks LTC (Long Term Contracts)  bookings for assigned customers (is the booking correctly done into allotment capacity)
·  Fully supports the quality system and uses its tools

General:

·  Performs all other duties assigned or delegated by supervisors

Local market-specific responsibilities:

·  Actively promotes the usage of CSCNA to those customers who prefer to call when making a booking, (Atlanta)

·  Points for market adaptation

Desired profile

Your profile

·  High school diploma/GED desirable
·  College degree/vocational training: Bachelor desirable
·  Professional experience required: 1-2 years cargo experience or equivalent
·  Language: English required
·  Industry knowledge required: Airfreight, Logistics, Transportation, Sales
·  Expert knowledge desirable: Recommended Trainings: A1, Active TelSell
·  IT Knowledge: Advanced IT knowledge, preferably including MS Word, Excel, PowerPoint, and Outlook. Knowledge of all relevant Lufthansa Cargo systems

Environmental Influences:

·  Must possess permit to work in the U.S.
·  Willingness for assessment screening
·  Willingness to travel

Airport environment:

·  Must be willing to work shifts/overtime
·  Must be willing to work under constant time pressure

Authorities:

·  In accordance with rules and regulations, and given authorities

*Assessment screening

*CV/Resume and Cover Letter Required

About Lufthansa Cargo AG

Lufthansa Cargo AG is part of the Lufthansa Aviation Group's business area Logistics. With 4,600 employees and many international partners, Lufthansa Cargo is one of the worldwide leading companies in international air cargo business.

Video: Lufthansa Cargo - Networking the World

www.lufthansa-cargo.de

If this is you, please apply online.