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Sales Support

5 months ago

Poplar, United Kingdom Ocean Network Express Full time

**Job Purpose**

The primary purpose of the role is to monitor and check tender performance, ensuring that the tender process flow is being correctly followed by the Sales Team submitting all relevant details required by Pricing Teams and other functions both before, during and after final nominations.

In addition to the above the role also is required to coordinate and manage the rebate payment process for the EUA region ensuring accuracy of data, checking claim criteria and ensuring timely payment.

**Primary Job Responsibilities and Measurement**
- Ensure Tender Calendar is correct and share amendments with GCSM.
- Build & Maintain a process to show visibility of tenders that are currently in negotiation.
- Ensure Origin Sales complete the Sales Game Plan correctly and timely.
- Check data input quality from Sales, review and challenge accuracy if necessary.
- Liaise with Strategic Yield Management (SYM) & Inland Operations on strategic benefits to ONE that the tenders could bring.
- Challenge Sales if the Game Plan is not following Sales & Marketing strategy.
- Ensure Tender Awards are correctly shared with relevant stakeholders.
- Follow up on tender results and gather further feedback on nominations from Sales.
- Monitor Actual versus Nomination Performance of tender customers.
- Undertake ad hoc Sales projects as and when necessary.
- Checking Rebate & VIP claims from EUA Sales Offices for accuracy.
- Ensure Rebate & VIP claims are sanctioned for payment.
- Processing the invoice into AODOCS and monitoring the approval process.
- Calculating and updating the rebate & VIP accrual & forecast data.
- Ensure timely update of Customer Volume Agreements and Onboarding are completed in ONE Force.

**Scope of Role**

**_Budget_**

The role holder will need a good understanding of Trade Volume & Contribution Margin and Operational Costs, the need to maximise the former and reduce the latter and the impact activities can have on the bottom line.

**_Breadth & range of responsibilities_**

The person will be able to communicate with all levels across EUA as well as GHQ and other Regions and engage in discussions about what best options to take as well as challenging Sales if they are not performing to the right level.

**_Problems / Challenges faced_**
- Building relationships with Sales will be crucial, ensuring they are following the direction set and pushing to achieve from the tender the best desired result for ONE.
- Judging commercial merits of customers / business.
- Being able to influence the front end offices to follow the Company goals & policy.
- Making sure due diligence is applied to all rebate actions.

**Skills, Qualifications and Expertise**
- Good understanding of the Liner Shipping business. Previous experience of working in Trade & Sales Marketing is essential, and good working knowledge of Pricing & Yield Management and Inland Operations is advantageous.
- Good knowledge of ONE data systems and Excel (advanced).
- Excellent communicator and able to negotiate and be able to analyse and present facts based on data-based arguments.
- The ability to influence and persuade is crucial.
- To understand concepts and theories behind working practices and explain to others.
- To be able make straightforward technical or professional judgements and decisions.
- Good people interaction skills to build relationships with EUA ONE & TPA Country Sales, Trade, SYM & GCSM.
- To have worked in Trade and Sales would be highly advantageous.
- Good Understanding of ONE Force would be beneficial.
- Good knowledge of European & African geography and inland operations.

**Location**:London RHQ.

**Competencies**
- Business Awareness.
- Communication skills.
- Problem Solving.
- Planning and Organisation.
- Innovation and Improvement.
- Team Work.
- Decision Making.
- Ability to form strong working relationships.

**Key relationships**
- The Job holder will have to work with Sales teams across EUA, Trade Teams, Yield Management, Inland Operations and Legal. Therefore, it is crucial that he/she can build excellent relationships with persons of all levels of the organisation and nationalities.
- They will also work closely with Global Commercial & Service Management and various Regional HQ Sales members, sharing information and assistance where necessary.

**What we offer**
- Paid annual leave of 25 days per annum plus UK bank and public holidays.
- Membership of the Company’s Group Personal Pension Plan.
- Performance Related Pay a pay award and discretionary annual bonus linked directly to their performance in addition to annual review.
- Permanent Health Insurance.
- Private Medical Cover (BUPA) after two years’ service.
- Employee Assistance Programme, with free independent confidential support and virtual GP services.
- An interest free annual travel season ticket loan.
- Family leave policies enhanced above statutory.
- Access to the UK’s TaxFree Childcare scheme.
- Enhanced company sick pay policy.
- Med