Freight / Logistics Careers – Field Sales/ Key Accounts Executive at Bolloré Africa Logistics

Organization: Bolloré Africa
Duty Station: Kampala,
Reports to: Country Commercial
Manager or National Sales Manager
About US:
Bolloré Africa
Logistics has been in existence for over fifty years and they are a membe of
the Bolloré Group. In 2008, it created a brand, Bolloré Africa Logistics,
uniting all its activities on the African continent and in the countries that
have commercial relations with Africa. Bolloré Africa Logistics is the leading
integrated logistics network on the African continent and the leading operator
of public-private partnerships in the port and rail sectors. With its
unrivalled territorial coverage, and effective presence in 55 countries,
including 45 in Africa, and a workforce of 25,000, Bolloré Africa Logistics is
today the specialist in customized industrial projects, with customers all over
the world.
Job Summary:  The Field Sales/ Key Accounts Executive will
be in charge of the acquisition of new customers or grow existing customers
within the agreed profitability criteria for the Bolloré Africa Logistics
Key Duties and Responsibilities:  
Company knowledge, promotion of company values and objectives:
Obtain and maintain thorough knowledge of the
Bollore group’s network, its range of services, size, investment, ownership,
and volumes
The incumbent will be tasked with knowing the group
marketing material, group presentations and country presentations
Know and be familiar with group systems and
resources, e.g. cargo tracking, mobile tracking, internet presence, other
Maintain presentation material provided on group
internal resources e.g. Akwaba
Be capable to create specific presentation material
for a particular target account and/or scope of service
Be aware of and promote the company’s values,
resources, know-how and policies (e.g. code of conduct, compliance, health and safety)
Market Knowledge, Collection and Communication of Information:
Actively follow news releases, general business news
as well as industry related news
Identify potential business development targets from
investments, expansions, newly established activities
The job holder will also share information on
foreign investment and activity in Uganda with the relevant network offices
Strategies with management on targeting new
business, sales approach, introduction to management, presentation, follow up
Report regularly on sales pipeline, activities,
follow up and action items
Prepare for sales meetings, present opportunities to
management and formulate benefits, challenges and required action for review
Sales Activity:
Plan weekly in advance all sales calls to Clients
Coordinate each visit with Operations / COM / HOD to
prepare an agenda and target for the sales call
Share weekly sales plan with meeting date/time and
sales target (agenda) with Commercial Manager
Create sales call reports / feedback in Concerto
Define action items with timelines for follow up and
instruct relevant team/support structure to prepare (e.g. information,
quotations, etc)
Brief management of critical and important
developments following client meeting requiring management intervention
Provide customer feedback to Operations and Quality
Management for records, analyses and response, e.g. complaints, compliments,
suggestions for improvement
Compile correspondence in follow up with the client e.g.
meeting minutes, quotations, relevant information
Customer Care and Servicing:
Service allocated key accounts
Maintain close follow up of existing customers and
plan regular service calls / visits
Service client to secure targeted volumes
Arrange monthly review meetings with key account
Work and coordinate closely with the relevant Head
of Department and/or Client Operation Manager concerning client service
delivery and feedback
Explore opportunities to expand on the range of
service delivery to a client, as well as total volumes secured
Maintain awareness of credit status, collection
dates and payment performance
Target and Budget orientation:
Be fully aware of sales targets
Achieve weekly and monthly target sales in volumes
and gross margins
Identify challenges and variations in achieving
targets, and communicate these to Commercial management
Keep track of sales secured, and follow up on report
generation of volumes and gross margins secured
Follow up with Operations on completion of work
orders (files), invoicing and collection, intervene when required to assist the
smooth service delivery
Participate in preparation for annual budget,
collecting information from customers about anticipated volumes, market trends,
anticipated awards, contract renewals
Market rates, buying rates (suppliers) and selling
rates (clients)
Follow volatility in market rates on the Mombasa
Keep track of transport rates and provide feedback
to Corridor Managers
Be familiar with all services and applicable cost
e.g. customs clearance, local delivery, handling, storage, etc.
Maintain record of quotations and accepted selling
Collect and record information on competition rates
Provide expert opinion to management for review and
negotiation of rate matrix
Safeguard and whenever possible, maximize gross
margins, while maintaining a responsible and sustainable business practice
Escalate any rate and price related matter to management
for review and action
Qualifications, Skills and Experience:  
The ideal candidate should preferably hold a Master’s
At least two years of related sales working
experience in Logistics/Freight Forwarding
Resourceful, flexible, able to handle competing
priorities and able to fit into an international dynamic and multi-cultural
Excellent written, verbal, and visual communication
skills, with the ability to effectively communicate with a wide variety of
Excellent analytical, organizational, and creative
problem solving skills
Ability to work independently or part of a team and
to show initiative and innovation
Excellent computer skills in MS Office tools (Word,
Excel, Powerpoint) and ideally familiar with the use of CRM tools
Be customer and results focused
Honest and possessing a high level of integrity
Excellent command of written and spoken English and
ideally also French
How to Apply:  
All suitably
qualified and interested candidates should send an updated CV and cover letter
with three professional referees to the e-mail to:
Please clearly mark the application with Bolloré Africa Logistics the position
title: e.g. “Bolloré Africa Logistics – Field Sales/ Key Accounts Executive.”
E-mails that
exceed 2MB will not be considered.
Deadline: 20th November 2015
by 5:00 pm

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