Sales Solutions Specialist
Kraków Sales Solutions Specialist
Kraków
NR REF.: 1117844
Job Title: Sales Solutions Specialist (BMT Specialist)
The Sales Solutions Specialist will report into the Manager Solutions (BMT) within Customer Solutions, as part of one of the three departments within Sales Solutions.
Background
Following the integration plan, the newly defined Customer Solutions team will work side-by-side with sales and provide day-to-day project management and support to address the business needs, supply chain goals, and objectives of our customers. Further to this, the Customer Solution team will contribute in developing and deploying strategic logistic solutions with a strong industry focus.
The Bid Management Team is the go-to-platform for all qualifying opportunities related to EU customers in realizing the sales strategy i.e. gaining, growing and protecting revenue by offering customized FedEx Opcos (incl TNT) solutions to the existing and new customers. The team also contributes to the development of strategic and tailored logistic concepts, which reflect the industry specificities and customer needs.
Objective / Purpose of the Job
The Bid Management Team clearly articulates FedEx/TNT value proposition and competitive advantage for opportunities. A BMT specialist understands in great detail the needs and requirements of the customer. He/She has a good commercial awareness and excellent project management capabilities to deliver a professional bespoke business proposal.
The BMT specialist is to develop proposals for customer RFI/RFQ/RFP’s, renewals and other opportunities. He/She will be the go-to-partner for the Account Management team to collaborate on the opportunities using the preferred Opportunity Development Process, in close collaboration with SDI.
The Bid Management Team will also co-operate in vertical market specific projects for the Account Management team, identifying and deployings customer specific solutions and value added solutions for target sectors.
Additional side projects for each BMT specialist will focus on developing best practices for the Bid Management community of FedEx/TNT and support innovation projects from the Industry solutions teams.
Quantities and Dimensions
Autonomy
Works under general direction within a clear framework of accountability. Exercises substantial personal responsibility and autonomy. Plans own work to meet given objectives and processes.
Influence
Influences team, specialist peers and stakeholders internally. Participates in external activities related to own specialism. Makes decisions which influence the success of projects and team objectives.
Complexity
Performs a broad range of complex technical and/or professional work activities, in a variety of contexts. Investigates, defines and resolves complex problems.
Key Activities / Accountabilities
• Developing Customer Solutions Proposals: Proactively works with the Account manager Team (ER/EG/EN) / pricing / SDI to understand the customer expectations. Leads and co-ordinates (based on ODP) in developing customer-centric, value selling proposal response documents that clearly demonstrates and quantify the FedEx/TNT Solution and Value Proposition; understands and demonstrates effective customer solutions in the proposal response document, taking into consideration the customer requirements and offering customised FedEx/TNT solutions.
Supports sales teams (focus on EG/ER) on visits to ‘Key’ Customers to fully understand the customer needs in order to share and involve relevant internal stakeholder (SDI/Pricing/CAP).
• Sales Analytics: Utilizes existing system and methods to collect and assist in analysing historical information to identify relationships, forecast sales/market trends, analyse industry patterns, determine penetration ratios, and performance ratings to provide sales management with analysis of sales performance vs. objectives and recommends program modification and enhancements.
• Strategy Development: Contributes to the development of effective customer strategies and tactics for the region, that take account of business results needed. Involves aligning with Sales, P&E, Ops, Marketing (ISP development) and CE groups within EU, other regions and the US in order to ensure a consistent and cohesive approach.
• Network and Business Relationships: Develops & maintains professional working relationships with relevant stakeholders, community & business leaders who can influence/facilitate the achievement of business results. In relevant situations initiates contact & provides appropriate information to educate & gain optimum support.
• Revenue generating programs/strategies: Leads developing revenue producing programs/strategies based on analytical conclusions, while maintaining a close interface with systems development and other relevant groups in coordinating and completing projects. Manages and maintains a central content library of legally approved, customer facing information, all of which provides the tools and resources, which enable Sales Professionals to effectively communicate and sell the FedEx/TNT value.
• Data Analysis and Modeling: Defines data needs and assists in establishing data bases which can be updated regularly and provide a means for accurate and quick analysis. Leads analysis and evaluate programs of other departments that relate to regional sales organisation and make recommendations to improve efficiencies/ Revenues etc.
• FedEx/TNT Knowledge: Develops and maintains a basic knowledge of the FedEx/TNT business together with knowledge of business objectives & business environment (community, competitor, government agencies etc). Keeps self updated on developments in communication methodologies, practices & how these are being used to support the achievement of broad & diverse business goals.
• Compliant Information: Ensures that all information as provided to the customer is legally compliant, approved, and which enables Sales professionals to effectively communicate and sell the FedEx/TNT value. Assists in development of revenue producing programs and strategies.
Adverse Working Conditions
• Working in multiple time zones – Requirement for personal flexibility at all times
• Some National and International travel required
• Occasional out of working hours according to project needs
Essential Educational and / or Training Qualifications & Certificates
• Master's degree or equivalent
• 3-5 years experience as a bid manager and/or direct sales, working on complex deals
• International business experience / awareness
• Training in Logistics and Supply Chain principles is preferable
• APMP Certification (Foundation/Practitioner) recommended
Preferred Experience and Knowledge:
• Fluent in English, both in writing and speaking;
• Excellent communications skills and editorial talent
• Project management skills.
• Presentation skills
• Analytical and numerical skills
• Ability to prioritise and multi task
• Excellent skills in Microsoft Office( Excel, Powerpoint, Word)
Kraków
NR REF.: 1117844
Job Title: Sales Solutions Specialist (BMT Specialist)
The Sales Solutions Specialist will report into the Manager Solutions (BMT) within Customer Solutions, as part of one of the three departments within Sales Solutions.
Background
Following the integration plan, the newly defined Customer Solutions team will work side-by-side with sales and provide day-to-day project management and support to address the business needs, supply chain goals, and objectives of our customers. Further to this, the Customer Solution team will contribute in developing and deploying strategic logistic solutions with a strong industry focus.
The Bid Management Team is the go-to-platform for all qualifying opportunities related to EU customers in realizing the sales strategy i.e. gaining, growing and protecting revenue by offering customized FedEx Opcos (incl TNT) solutions to the existing and new customers. The team also contributes to the development of strategic and tailored logistic concepts, which reflect the industry specificities and customer needs.
Objective / Purpose of the Job
The Bid Management Team clearly articulates FedEx/TNT value proposition and competitive advantage for opportunities. A BMT specialist understands in great detail the needs and requirements of the customer. He/She has a good commercial awareness and excellent project management capabilities to deliver a professional bespoke business proposal.
The BMT specialist is to develop proposals for customer RFI/RFQ/RFP’s, renewals and other opportunities. He/She will be the go-to-partner for the Account Management team to collaborate on the opportunities using the preferred Opportunity Development Process, in close collaboration with SDI.
The Bid Management Team will also co-operate in vertical market specific projects for the Account Management team, identifying and deployings customer specific solutions and value added solutions for target sectors.
Additional side projects for each BMT specialist will focus on developing best practices for the Bid Management community of FedEx/TNT and support innovation projects from the Industry solutions teams.
Quantities and Dimensions
Autonomy
Works under general direction within a clear framework of accountability. Exercises substantial personal responsibility and autonomy. Plans own work to meet given objectives and processes.
Influence
Influences team, specialist peers and stakeholders internally. Participates in external activities related to own specialism. Makes decisions which influence the success of projects and team objectives.
Complexity
Performs a broad range of complex technical and/or professional work activities, in a variety of contexts. Investigates, defines and resolves complex problems.
Key Activities / Accountabilities
• Developing Customer Solutions Proposals: Proactively works with the Account manager Team (ER/EG/EN) / pricing / SDI to understand the customer expectations. Leads and co-ordinates (based on ODP) in developing customer-centric, value selling proposal response documents that clearly demonstrates and quantify the FedEx/TNT Solution and Value Proposition; understands and demonstrates effective customer solutions in the proposal response document, taking into consideration the customer requirements and offering customised FedEx/TNT solutions.
Supports sales teams (focus on EG/ER) on visits to ‘Key’ Customers to fully understand the customer needs in order to share and involve relevant internal stakeholder (SDI/Pricing/CAP).
• Sales Analytics: Utilizes existing system and methods to collect and assist in analysing historical information to identify relationships, forecast sales/market trends, analyse industry patterns, determine penetration ratios, and performance ratings to provide sales management with analysis of sales performance vs. objectives and recommends program modification and enhancements.
• Strategy Development: Contributes to the development of effective customer strategies and tactics for the region, that take account of business results needed. Involves aligning with Sales, P&E, Ops, Marketing (ISP development) and CE groups within EU, other regions and the US in order to ensure a consistent and cohesive approach.
• Network and Business Relationships: Develops & maintains professional working relationships with relevant stakeholders, community & business leaders who can influence/facilitate the achievement of business results. In relevant situations initiates contact & provides appropriate information to educate & gain optimum support.
• Revenue generating programs/strategies: Leads developing revenue producing programs/strategies based on analytical conclusions, while maintaining a close interface with systems development and other relevant groups in coordinating and completing projects. Manages and maintains a central content library of legally approved, customer facing information, all of which provides the tools and resources, which enable Sales Professionals to effectively communicate and sell the FedEx/TNT value.
• Data Analysis and Modeling: Defines data needs and assists in establishing data bases which can be updated regularly and provide a means for accurate and quick analysis. Leads analysis and evaluate programs of other departments that relate to regional sales organisation and make recommendations to improve efficiencies/ Revenues etc.
• FedEx/TNT Knowledge: Develops and maintains a basic knowledge of the FedEx/TNT business together with knowledge of business objectives & business environment (community, competitor, government agencies etc). Keeps self updated on developments in communication methodologies, practices & how these are being used to support the achievement of broad & diverse business goals.
• Compliant Information: Ensures that all information as provided to the customer is legally compliant, approved, and which enables Sales professionals to effectively communicate and sell the FedEx/TNT value. Assists in development of revenue producing programs and strategies.
Adverse Working Conditions
• Working in multiple time zones – Requirement for personal flexibility at all times
• Some National and International travel required
• Occasional out of working hours according to project needs
Essential Educational and / or Training Qualifications & Certificates
• Master's degree or equivalent
• 3-5 years experience as a bid manager and/or direct sales, working on complex deals
• International business experience / awareness
• Training in Logistics and Supply Chain principles is preferable
• APMP Certification (Foundation/Practitioner) recommended
Preferred Experience and Knowledge:
• Fluent in English, both in writing and speaking;
• Excellent communications skills and editorial talent
• Project management skills.
• Presentation skills
• Analytical and numerical skills
• Ability to prioritise and multi task
• Excellent skills in Microsoft Office( Excel, Powerpoint, Word)
Prosimy o aplikowanie poprzez przycisk znajdujący się po prawej stronie ogłoszenia.
