Strategic Sales Manager

Job Purpose

The Strategic Sales Manager (SSM) position is responsible for building strategic relationships with potential clients to position Maersk as the preferred global logistics partner. The SSM will win “new logos” and maximise Maersk’s business result through a combination of world class business development and consultative selling. 

The SSM will develop relationships with senior stakeholders throughout the customer’s global organisation and facilitate the building of effective solutions to help resolve customer logistics pain points. This will help to enable revenue growth, retention and customer satisfaction once the customer is implemented into the Maersk network. The assigned target customers will be strategically important multi-nationals where Maersk can deliver an integrated strategy around the world.  

Key Responsibilities 

Account Development Strategy and planning  

• Develop, manage and execute a global pursuit plan encompassing all Maersk products in accordance with the strategic plan for customer pursuits 

• In conjunction with the relevant product teams & other customer support teams such as; Customer Solutions, Opportunity Management, Solution Design, Supply Chain Development & Customer Experience, help define and build global end to end solutions to address customer pain points and align with the customers logistics strategy 

• Develop and drive a global pursuit strategy, including the virtual network of local sales in multiple geographies, and ensure there is an appropriate level of involvement from senior stakeholders e.g. from potential Executive sponsors should we win the business 

Pre and Post Sales Responsibilities 

• Manage pursuits from “Cradle” to “Grave” ensuring internal and external stakeholders are involved as and when required  

• Ensure buy in from stakeholders securing immediate support for pursuit through opportunity assessment approval 

• Accountable for the result delivery derived from sales activities within the customer portfolio through the identification, qualifying, consulting, developing value propositions and selling large scale and complex supply chain solutions 

• Accountable for ensuring that Value Propositions sold are fully scoped with robust pre and post sales engagement and commitment from the relevant commercial teams, product and operational pursuit team members 

• Accountable for identifying all relevant tender opportunities with associated submissions being delivered comprehensively and competitively, through collaboration with both internal and external stakeholders 

• Accountable for ensuring that all new and / or additional business contracts for each customer solution have passed through the relevant opportunity management process and have been reviewed and authorised by respective signatories from both internal and external parties, in line with corporate guidelines, policies and procedures (including financial, operational, commercial and ethical perspectives) 

• In conjunction with the relevant Client Manager, initially accountable for ensuring that customers meet committed contracted levels of volume and business profile, and for proactively addressing shortfalls in commitment, with ensuing renegotiations as necessary 

• Accountable for identifying and sharing customer strategies that may provide a platform for future Maersk product development and enhancement, with internal product development stakeholders 

• In conjunction with the relevant Customer Experience teams such as Implementation and Program Management, ensure successful business onboarding and compliance throughout the contracting period 

• Adhere to company processes and procedures, and utilize Sales tools and methodology to document customer interaction, needs, and business projections 

• Develop sound knowledge of all Maersk products  

• Support in year trading through “in year” business wins whilst not compromising the medium to long term 

Required Experience & Skills 

General 

• Specialised knowledge of the relevant Vertical Industry including global logistics management processes, trade, regulatory, statutory and security compliance requirements as well as technological solutions relative to the vertical 

• Able to build a deep understanding of target customers’ strategic intent and current market position and thereby identify opportunities for strategic partnership 

• Excellent communication, networking, interpersonal and influencing skills to communicate at all levels. Ability to operate effectively in a matrix environment, and create networks across diverse technical, cultural, and language groups 

• Maintain and update salesforce in a timely manner  

Sales Acumen 

• A seasoned sales professional with a proven track record of targeting, pursuing and winning large scale opportunities - selling to Board/Senior Management level  

• Significant experience in International Supply Chain with ability to understand how supply chain solutions may be leveraged to deliver strategic intent across all functions of a customer’s business 

• Highly developed consultative selling approach, persuasiveness and influencing skills with the ability to handle most common customer objections 

• Ability to engage executive leadership at key points in the sales process during which their involvement provides additional support 

• Ability to develop comprehensive, pursuit plans for short / medium / long term objectives Leads and develops a strong pursuit team, designs goals for the team and individual members and aligns responsibilities 

Commercial Principles 

• Strong financial acumen with the ability to understand a customer’s financial landscape enabling the development of solutions to help deliver value to the customer 

• Ability to evaluate the implication of world trade (e.g. government policies) that may impact the customer's financials and develop solutions to leverage or mitigate  

• Execute deals to Maersk contracting principals involving legal counsels as and when required  

Business Development  

• Ability to develop structured questions, to gain information that helps to understand the customer's direction, ambition, goals, and challenges 

• Experienced in composing quantifiable and measurable customer centric value-based proposals, maximising Maersk's suite of products and supporting colleagues with input on how to create compelling solutions 

• Ability to review and refine strategic plans and discuss strategic topics with the customer regularly as a consultative resource and trusted partner. Well versed in strategy development and formulation of strategic steps 

• Experienced in formulating and explaining value for stakeholders in the customer's organisation in financial and motivational terms and conducting win-win negotiations resulting in opportunity closures 

Customer, Market and Product Knowledge 

• Developed IT Skills that includes a comprehensive understanding of IT requirements from a client interfacing perspective 

• Ability to establish and maintains strategic relationships with the right level of influencers and decision makers across different levels in the customer organisation. Effectively navigates the account’s political and hierarchical structure and establish Maersk as a trusted advisor 

• Experience in developing and implementing solutions that integrate products and services and go beyond the sale of a single point solution. Achieves results through effective project proposals, negotiations, and contracts.   

• Strong product understanding including how Maersk through the building of solutions can help to solve different customer pain points 

Personal Characteristics 

• Demonstrates the highest ethical standards that exemplify the Maersk values  

• Demonstrates commitment and results-orientation 

• Good written and verbal communication skills and the ability to communicate effectively in a diverse multicultural environment. English is the principal language.  

• Resilient, tenacious and persistent, self-motivated and performance driven