ZIM

Manage and grow sales portfolio by building customer relationships, identifying opportunities, negotiating deals, and forecasting sales targets. | 3+ years sales experience in freight forwarding/shipping industry, sales account management, hunter selling, proficiency in MS Office, and strong local and English language skills. | Description Main Purpose of the Role: Generate profitable business for ZIM with a given portfolio of customers. Identify areas of growth and potential opportunities, constantly work to increase sales in designated areas of responsibility, and manage the defined sales process for assigned customers and prospects. Main Tasks: Manage the sales process with potential and existing customers to maximize short and long term results Build, maintain and manage relationships with customers in the assigned portfolio Handle the sales process with customers by performing needs analysis, designing solutions and negotiating deals Identify and pursue opportunities for cross-sell and up-sell to existing customers Maintain direct contact (face-to-face) with customers on an ongoing basis according to visit plan Identify potential customer issues and solve them in collaboration with the sales team Deliver all sales presentations to key customers Qualify customers' sales potential and plan activities to increase share of wallet Identify and develop leads and new customers Evaluate activities and products of the competition and compare them with ZIM’s products Review market analysis to determine customer needs, contract terms and rates Analyze relevant customers for targeted sales campaigns and build a work plan to increase sales Communicate closely with trade and cross-functional teams on market intelligence, service updates, customer challenges and opportunities Develop strategic and tactic sales plans to accommodate personal and corporate goals Build account plans for customers including: Account's short and medium term forecast, growth potential, needs assessment, proposed steps for growth Monitor and report sales goals/targets/KPIs in line with company’s objectives Forecast sales activities and set personal/company goals accordingly Requirements Academic education: Economics/ Business Management/ Marketing/ Logistics/ International Negotiation - preferred Minimum 3 years of proven experience in sales or marketing position in FFW/ NVOCC/ shipping. Sales Account management experience - preferred Hunter Selling experience highly preferred Working experience in a local FFW/ global company/ shipping industry - preferred Proficient in MS Office Excellent control of country’s local language. Good control of English language (Speaking, reading and writing)

The Trade Analyst will execute the commercial strategy by implementing competitive tariffs and responding to rate requests. They will monitor market trends and oversee the performance of assigned countries to maximize revenue and utilization. | A Bachelor's degree and 1-2 years of experience in pricing positions are preferred. Proficiency in Microsoft Office Suite and strong analytical skills are required, along with proficiency in English; Spanish is a plus. | Description Main Purpose of the Role: Execute the commercial strategy as defined by management, broking it down into actionable items by countries within the trade scope. Implement competitive tariffs aligned with the market conditions, respond to rate requests and tenders and ensure deadlines are accomplished. Monitor market trends and developments to provide intelligence and promote new opportunities within the network. Oversee the performance of assigned countries, focusing on forecasting and optimizing the vessel cargo mix to maximize revenue and utilization. Main Tasks: Define the budget and sales target in collaboration with the Commercial Director and Line Management. Responsible of pricing system maintenance – tariff FMC and Non-FMC. Benchmark maintenance and identification on opportunities for better revenue and secure bookings. Ensure email and L2A requests for rates received from shipping agents are responded to within a 24-hour timeframe. Prepare and respond to Out of Gauge cargo requests. Liaise with agents regarding market trends to secure bookings at the best rates. Propose areas of improvement in pricing activities to ensure booking continuation. Keep agencies and district informed on minimum guidelines based on internal liaison between trade and line. Work closely with agencies to understand pipeline, cargo and customer mix. Monitor performance from top and strategic accounts. Assist in the development of the SME segment alongside agencies and district. Follow up with agents’ rates quoted vs bookings/actual performance. Weekly forecast consolidation for each line. Forecast validation based on quotes and valid agreements. Coordination with stakeholders (planners, line, and trade) vessel intake to maximize utilization. Propose and enforce vessel optimization on revenue and better cargo mix. System Quality check, to ensure that country/district follow though company’s best practices related to auto-freight and timely bookings. Set pricing strategy for Global Tenders and Strategic Accounts. Identify areas of opportunities or challenges within the tender requirements. Coordinate with tender team submissions with accurate pricing and terms. Requirements • Bachelor’s degree. • 1-2 years’ experience in pricing positions or equivalent is highly preferred. • Microsoft Office Suite (Intermediate Level – Excel, PowerPoint, Word). • Strong analytical skills. • Proficiency in English is required; Spanish is a plus. • No travelling required.

Assist the BU Operations with bunker consumption reports and requisitions for vessels, and prepare monthly bunker requirements. Monitor vessel damages, prepare reports, and ensure timely repairs while maintaining updated operational records. | Candidates should have a marine background with at least 2 years of sailing experience on container vessels. Proficiency in English and intermediate skills in Microsoft Excel are required, along with the ability to work weekends if necessary. | Description Main Purpose of the Role: Assist the BU Operations with bunker consumption reports and requisitions received for the vessels. Prepare monthly bunker requirements. Monitor and prepare reports for vessel SDR or reefer damages and ensure that repairs are completed in a timely manner. To assist in preparing Voyage Summary reports for all operated vessels and to organize Random Bunker inspections. To assist in keeping updated records on last propellor and hull cleaning within Operational files. To assist creating voyages in VPS for each operated vessel/ line and to maintain a file for waiting times for all operated vessels. To maintain the reefer spare list of operated and partner vessels and assist in arranging for off landing/ transfer of reefer kits between vessels during phase in/out. To assist in preparing for on hire and off hire surveys when needed and communicating same to all stakeholders. Daily position reports to be sent. Main Tasks: To ensure vessel send daily reports and follow up in case not sent. Identify errors and relay information to captain for corrections Calculation of vessel off hire and maintenance of spreadsheet after confirming from Ops Dy Director To assist in compiling waiting times for operated vessels- reasons to be recorded. Daily position reports to be sent. Fuel requisitions; check previous voyage consumption and ensure that the correct fuel is being requested and confirm with the BU Operations Dy Director Ensure that fuel requisitions are sent 14 days in advance to the head office before the vessel reaches the bunkering port Email purchase orders to the vessel captain Reconcile the bunker reports with the Bunker Delivery Notes (BDN) and advise vessel captains of any discrepancies To maintain a file for SDR records and updating same on TEAMS along with costs received. To maintain records for reefer spares and to follow up with reefer department for supply/ transfer of reefer spares between vessels and also during phase in/ out. To maintain records for propellor and hull cleaning for all operated vessels To maintain records for Random Bunker surveys and to arrange same based on regular gaps as established by Global Ops. To assist in creating Voyage Summary data after completion of voyages for ZIM operated vessels. Updating off hire records on TEAMS and sending same to relevant stakeholders. Consolidation and follow up all vessel damages and maintaining spreadsheet with the details. Request quotations from external suppliers and notify the terminals via agents of estimated cost to do repairs and coordinate the repairs Submit invoices to the ports and ensure payments are processed and payment received at the respective ZIM office Requirements • Marine background with sailing experience and knowledge of bayplan • Having sailing experience on Container vessels- minimum 2 years • Very good command of the English language (Speaking, reading and writing) • Microsoft Office Suite (Intermediate Level – Excel) • Ability to work weekends if necessary • Travel requirements – NIL