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Business:  Navis
Job Function:  Sales & Marketing
Location: 

Shanghai, CN

Sales Manager (China)

Making You Next Move Count

At Navis you will find a rewarding career where you can thrive at every level. We invest in our teammates through offering competitive compensation and benefits, progressive training opportunities that empower employees to achieve total (physical, financial, social & community) wellbeing. In addition to challenging and meaningful work, you will find a strong work-life balance and a deep commitment to developing you. Navis’ culture thrives on teamwork and diversity. So, bring your unique perspective and talent to Navis and thrive in your every work day!

Navis LLC is an equal opportunity employer, committed to a diverse and inclusive workforce.

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Position Summary

Navis is seeking a China based Sales Manager to discover, qualify, develop, and maintain key relationships with significant accounts. The Sales Manager should have a proven track record quickly earning the trust of customers and key stakeholders, mobilizing and motivating teams, setting direction and approach, resolving conflict, delivering tough messages with grace, executing with limited information and ambiguity, and influencing all parties to achieve desired response in the container terminal or terminal operating system (TOS) space

Responsibilities
  • Move customers through the sales cycle to ensure product fit, persuade, negotiate and conclude a new sales agreement with marine terminals for Terminal Operating Systems sales

  • Achieve revenue and accounts growth targets in line with the sales objectives

  • Create and execute deals based on a solutions-driven sales approach; identify and implement critical differentiators so that our product is the obvious choice as a vendor with the best solution.  Identify, qualify, secure, and cultivate new customer accounts and business opportunities

  • Describe our products and services to key customer accounts to acquire, expand and develop accounts in current and adjacent markets and ensure exceptional levels of customer service, e.g., Utilizing CEB Challenger Methodology

  • Engage proper resources on complex solutions to ensure the appropriate solution is presented and sold to the customer

  • Manage customer satisfaction in both the pre and post sales environment

  • Day-to-day activities will include conducting prospecting, developing customer proposals and delivering sales presentations, running sales calls, closing new business, contract negotiations, follow up with customer implementation projects, account life cycle management, etc

  • Develop market intelligence, understanding of the competitive environment and establish professional connections to become the “go to” person for Navis in the China market

Qualifications
  • Experience of working with container Terminal Operating Systems (TOS), or other enterprise software solutions that target marine terminals, container supply chain and/or industrial transportation industries

  • Experience of working in and/or around container terminals, preferably in a new sales (business development) capacity

  • In-depth knowledge of software, hardware, process, and/or comprehensive product/service solutions for the container terminals, container supply chain and/or industrial transportation industries

  • Previous enterprise software, hardware or systems integration sales experience combined with understanding of sales methodology and demonstrated sales execution success

  • Proven track record in sales preparing technical and detailed proposals in response to tenders / RFI / RFP / RFI

  • Strong commercial acumen and understanding of enterprise software sales and contracts

  • Excellent negotiation, communication, clarity in communication, report creation, and presentation skills

  •  Experience working for a multi-national company inclusive of a history of working with customers and colleagues from diverse backgrounds

  • The discipline to work both independently while developing and engaging executive level relationships with clients and prospects, as well as working with teams on larger, strategic engagements

  • Knowledgeable on MS Word / Excel / Google suite / SFDC or other Customer Relationship Management software

  • Ability to travel up to 70% domestically in China as well as internationally when required

  • Fluency in Mandarin and English