Opportunity
The Head of Integrated Solution & Sales Operations is a strategic leadership role responsible for driving sales excellence, operational efficiency, and customer-centric solutions across the organization
Responsible for leading the Customer Success org & driving the required Sales transformation in line with the global growth strategy, including Sales operations initiatives, Productivity Improvements, Business maintenance growth & incentivization – for the overall purpose of improving the areas topline.
Who we are
Maersk is a global leader in integrated logistics and have been industry pioneers for over a century. Through innovation and transformation, we are redefining the boundaries of possibility, continuously setting new standards for efficiency, sustainability, and excellence.
At Maersk, we believe in the power of diversity, collaboration, and continuous learning and we work hard to ensure that the people in our organisation reflect and understand the customers we exist to serve.
With over 100,000 employees across 130 countries, we work together to shape the future of global trade and logistics.
Join us as we harness cutting-edge technologies and unlock opportunities on a global scale. Together, let's sail towards a brighter, more sustainable future with Maersk.
What we offer
This is an exciting career opportunity in an international, challenging business setting known for diversity and being a high paced environment. You will get to focus on creating valuable relations with current and new customers and work with highly professional teams in an environment where you will be valued, recognized and well rewarded.
You will work with amazing and diverse colleagues with a deep sense of commitment to live Our Values and together, go all the way for our customers, society and for each other.
Key Responsibilities
1. Drive Sales Operations principles and adoption across the area
- Ensure standard process and system adoption
- Drive adherence to sales minimum standards
- Drive the usage of standard data and reports in the MOS and ensure discussions focusing on driving sales effectiveness
- Coordinates training delivery for the organization together with the Global Sales Academy
- Drive the Sales Incentive Plan, ensuring that we administrate and run the plan timely and to a high standard
2. Drive Sales Productivity
- Lead the Customer Success teams and drive standardization across all Sales process
- Proactively identify opportunities for sales process improvement. Assist Sales Management to understand process bottlenecks and opportunities for productivity gain (e.g. online conversion of customers, offshoring)
- Serve as the liaison point with the GSC to ensure that GSC support is leveraged optimally and that processes are delivered at the right quality
- Implement and maintain an effective coaching framework
- Support Sales Channel reviews, portfolio designs and the equitable assignment of sales force targets
3. Measure and Improve Win rate
- Ensure all qualified Logistics Services opportunities progress through effective solution sales process
- Measure the Volume of opportunities managed by OPMS each quarter along with the workload connected with various types of engagement to determine the optimal team size and workload distribution
- Remove barrier & address escalation by working with Leaders to achieve understanding & alignment to improve efficiency and win rate
4. Drive Sales Transformation
- Work as a change agent on transformation and other global projects
5. Drive Mekong Sales Marketing Initiatives
- Value Proposition & Sales Collateral Development: Collaborate closely with the Product team to gain deep insights into products and services and translate these into compelling marketing materials and sales tools.
- Branding & Regional Events Support: Assist in the execution of branding initiatives and regional events, including logistics coordination and customer engagement activities.
Critical competencies
- Minimum 10 years of relevant experience in Sales process or commercial function in transportation & logistics industry
- At least 03 years at leadership & management position(s)
- Strong Sales Process understanding
- Good stakeholder management skills
- Fluent English
- Demonstrated proficiency in using data to drive business results & Sales Effectiveness
- Proven ability to work as a change agent and challenge the status quo
- Ability to influence without authority in a global organization
- Proactivity: Suggest solutions and process improvements
- Team player: Team work across functions and geographies
- Problem-solving mindset
#LI-DNI
Maersk is committed to a diverse and inclusive workplace, and we embrace different styles of thinking. Maersk is an equal opportunities employer and welcomes applicants without regard to race, colour, gender, sex, age, religion, creed, national origin, ancestry, citizenship, marital status, sexual orientation, physical or mental disability, medical condition, pregnancy or parental leave, veteran status, gender identity, genetic information, or any other characteristic protected by applicable law.
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