The primary purpose of this role is, working closely with Sales and Customer Solutions Management, to develop value propositions and response documentation that address the customer’s requirements in a compelling and timely manner in order to increase win rate, won value as well as sales productivity.
An effective Opportunity Manager (OPM) will allow to:
Improve sales effectiveness; better qualification, quality of response, win-rate, conversion
Improve sales productivity; more opportunities per sales person, speed of response, size of pipeline and velocity.
Improved execution; clearer scope, better preparation for implementation and efficient execution
Higher profitability; more accurate financial projection, improved understanding of revenue and costs in relation to agreed scope
The OPM project-manages a pursuit to ensure progress, inclusion of the right experts and stakeholders and safeguards the quality of their contribution.
This position can be based in any of our major office locations in NWC (Germany, Netherlands, Belgium, Austria, Switzerland).
Firstly, we offer you a unique opportunity to join an established company within international shipping & logistics, you will be an essential part of the company and get a high degree of personal responsibility.
A career at Maersk Group means working in a culturally diverse, performance stimulating environment. You’ll be part of a rich heritage and a youthful and exuberant logistics company that aims to be an inspiring and challenging place to work. We believe that a successful career includes a variety of experiences that stretch you, take you out of your comfort zone and offer you an opportunity to grow in ways that also build your business.
The Opportunity Manager (OPM) has accountabilities and responsibilities in three main areas, namely Project Management, Pursuit Specific Tasks and Process Specific Tasks.
Execute general project management of selected pursuits
Prepare progress reporting
Manage stakeholders and prepare stakeholder reporting
Escalate specific bottlenecks affecting quality or delivery of solution
Act as custodian of response quality and speed of response
Facilitate decision making by senior management
Pursuit Specific Tasks
Build and manage pursuit teams
Structure gathered customer requirements
Facilitate knowledge sharing within the pursuit team
Coordinate with SMEs and Sales people
Prepare and facilitate approval gates process
Codification of pursuit learning points and reference cases
Process Specific Tasks
Act as custodian of sales processes
Ensure codification of process improvement points
Capture solutions and success / failure cases for future reference
Ensure efficiency by use of previously developed solutions.
We are looking for
Analytical with proficiency in translating complex requirements into tangible solutions
Excellent listener with effective interpersonal and communication skills
Strong understanding of End-to-end logistics concepts
Indirect management capabilities to lead pursuit teams
Strong organizational, planning, process & project management skills
Effective networker and collaborator
Commercially astute (in order to understand customer value and commercial implications)
Customer focused (in order to meet the needs of the customer)
Energetic and rapidly adopting to changing responsibilities