Regional Sales & Account Manager IM

ECS has an ambitious 5 years growth strategy based on volume and margin growth in both divisions.  ECS is at the start of a transformational program with the aim to accelerate the value creation by focusing on continued business growth (organic growth and business development), excellence (cost efficiency, smart processes and systems), supported by high performing teams.   

In order to accelerate the growth and to deliver on our ambitions, a clear focus on sales and account management for the group is pivotal.  You are the key contact for the ECS Intermodal customers, overseeing and cultivating the overall relationship. Driving business results, both in volume and margin, and identifying new opportunities for future growth are key aspects of your role.

A successful Regional Sales & Account Manager will focus on identifying partnerships and collaborations all in sync with the existing network and customer portfolio.

You handle commercial relations and collaborate closely with the Inside Sales, Customer Service & Operations teams. Achieving sales targets through effective networking and communication both internally and externally, is your forte. Your deep understanding of your customers' business models ensures maximum satisfaction and fosters long-term partnerships.

Creating annual sales and action plans to meet targets and foster ongoing business growth is a crucial part of your responsibilities.

Our ideal candidate has excellent commercial communicator& entrepreneurial skills and is result-driven.  He/she is a natural communicator, a firm decision maker, with a very strong teamspirit and absolute customer focus.

We are looking for someone who keeps a helicopter view at all times and understands the financial impact of every decision.

In this role you report to the BU Director Intermodal West, based in the headquarters Zeebrugge.

Your responsibilities

• Key account management
  • Your primary objective is to meet the business sales targets of the Intermodal BU, by retaining and increasing both volume and margin with your portfolio of existing customers.
  • You manage the customer accounts in a proactive way and develop the customers with the standard service portfolio  based upon a market and data intelligence driven approach.
  • Be the central contact for escalation, for customers as well as for internal stakeholders like Customer Service or Operations Teams.
  • Be able to communicate on tactical, operational and strategic level with the customers.
  • You are in the lead for identifying, leading and materializing new growth opportunities within your current portfolio.
  • You communicate and negotiate about prices, you have regular meetings/visits with the customer on current/future business, on KPI performance and on the status of identified opportunities. 
  • You work closely together with your internal collegues (Customer Services, Inside Sales, Sales Managers network, Operations) and you are the central contact for customers to ensure seamless delivery of services and customer satisfaction. You communicate frequently with all internal teams regarding targets, development and projects.
  • You have a good understanding of all operational processes and you stay up-to-speed with the knowhow of our sector and ECS’ knowledge center of expertise to be able to continue to bring added value to the customers.
  • You work independently and collaboratively  in a fast-paced complex environment to not leave any opportunity on the table.
  • You actively promote the Supply Chain & Intermodal offering of ECS enabling future growth by identifying new profitable business opportunities.
  • You communicate and negotiate about prices, you have regular meetings/visits with the customer on current/future business, on KPI performance and on the status of identified opportunities. 

• Collaboration and building relationships
  • You work closely together with your internal collegues (Customer Services, Inside Sales, Sales Managers network, Operations) and you are the central contact for customers to ensure seamless delivery of services and customer satisfaction. You communicate frequently with all internal teams regarding targets, development and projects.
  • You have a good understanding of all operational processes and you stay up-to-speed with the knowhow of our sector and ECS’ knowledge center of expertise to be able to continue to bring added value to the customers.
  • You work independently and collaboratively  in a fast-paced complex environment to not leave any opportunity on the table.

• Market insights
  
  • Stay informed about industry trends, customers, competitors and market developments to capitalize on emerging opportunities.
  • Regularly report on market share & market environment to have regional dynamics well understood within the company. You actively transfer information and feedback from the market/customers to all relevant departments.

Your Profile

• Minimum bachelor in sales/marketing or operations/supply chain (or similar through professional experience)
• Minimum 5 years' (sales) experience, preferably in logistics & transport sector. 
• You write and speak fluently in English and Dutch, other regional languages are a plus
• You are willing to travel frequently (up to 30% of your time) including regular visits to customers, fairs & events, ECS offices, …

Commercial focus

• Proven track record in sales
• Entrepreneurial & spotting opportunities
• Competitive edge – results oriented

Customer focus

• Customer centric mindset 
• Strong client stakeholder & relationship management skills
• Identify customer needs & translate into ECS solutions

Communication skills

• Strong interpersonal acumen, fostering connection and collaboration
• Clear and concise verbal & written communication
• Effective presenting, discussing & negotiation skills

Collaboration skills

• Collaborative team player though can work independently
• Strong integrity & personal values
• High level of emotional intelligence

Culture & personality:

• International & local perspective
• Resilient & agile
• Taking ownership & accountability
• Enthusiastic with high level of energy