Jobs

BCO Field Sales

Location : Birmingham/Montgomery, AL

APM Terminals is the global terminal operating arm of the A.P. Moller-Maersk Group. As the world’s second largest terminal operator, APM Terminals (APMT) has container handling operations at over 50 terminals and 130 inland services locations worldwide, and is currently undertaking 15 new terminal implementations or terminal expansions.

Purpose/Summary:

Preferably based in Birmingham or Montgomery. Will travel extensively in the hinterland of Montgomery, Birmingham, Atlanta, Memphis, Eastern MS, and Mobile. The Sales and Business Development Representative is responsible for developing and maintaining commercial relationships for APM Terminals with BCOs, Steamship Carriers, Consignees, Shippers and the shipping / supply chain community to realize incremental throughput volume for APMT Mobile. This role collaborates across stakeholders including APMT’s Client Service Manager, Terminal Director, the APMT Commercial Team and Customer stakeholders to identify opportunities and drive joint Sales traction.

Key Responsibilities:

  • Proactively research any and all BCO cargo opportunities for APM Terminals Mobile, working closely with the Port Authority, Steamship Carriers, and other external stakeholders.
  • Identify BCO Sales opportunities, Customer requirements and mutual value potential.
  • Work with Terminal MD to establish new products that APMT can offer in the yard / gate to BCO’s.
  • Qualify BCO Sales leads, identifying key stakeholders and decision makers.
  • Build BCO Customer Pipeline with potential mobile cargo movers and influencers.
  • Segment and prioritize BCO Customer pipeline according to commercial guidance – including opportunity type, scope, size, sales phase, APMT offerings and value propositions match.
  • Craft and articulate Customer value propositions; contribute to VBS progression.
  • Set BCO call plan and update sales activity and traction progress.
  • Drive and facilitate joint sales efforts across relevant APMT stakeholders.
  • Track BCO Customer and Volume pipeline progress and volume realized.
  • Drive volume performance and engagement with BCO Customer base to expand opportunity and volume pipeline.
  • Build, maintain and enhance relationships across internal and external customers, vendors and truckers.
  • Participate proactively and professionally in client meetings, local functions and trade related events on or off site, promoting the company favorably.
  • Performs other position related duties as specified by management.
  • Maintain alignment with commercial stakeholders and commercial priorities.
  • Support A/R efforts with Customer base as required.
  • Ensure safe working conditions and practices are adhered to.
  • Performs other position related duties as specified by management.

Education & Experience:

  • Bachelor’s Degree from an accredited college.
  • Five (5) years of carrier or forwarder BCO Sales /Commercial experience.
  • Excellent communication skills and ability to manage multiple tasks under pressure.
  • Understanding of inland supply chain, warehousing, trucking, rail, terminal operations, ocean transportation, Sales and negotiations process.
  • Deal development in line with commercial practices and in line with Terminal and Commercial leadership (eg. CSM, Terminal Director, Commercial Team).
  • Pipeline management and CRM usage in line with commercial protocols.
  • Able to meet all federal requirements needed to obtain a Transportation Worker Identification Credential (TWIC).

Technical Skills and Competencies Required:

  • Command attention and conduct self in a professional manner.
  • Make decisions and direct your actions to meet customer requirements.
  • Focus on best practices and continuous improvements.
  • Value proposition identification, formation and articulation.
  • Anticipate problems and evaluate solutions for both short and long term benefit.
  • Liaise with local entities and industry affiliations to develop business.

Learning Description:

  • Market Analysis.
  • Terminal Operations and best practices.
  • Commercial management and decision making.
  • Value Based Selling Techniques and CRM usage.

For all job application issues, please email: APMTNAMCareers@apmterminals.com

APM Terminals is an Equal Opportunity Employer (M/F/V/D).FMLA Rights: http://www.dol.gov/whd/regs/compliance/posters/fmlaen.pdf