JIL Success Stories
JIL Success Stories

Route Development Manager - Transatlantic
Los Angeles, CA
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Post Date: 04/12/19 Company: Panalpina
Compensation:   Contact:
Job Type: Full Time Phone:
Education: High School / GED Fax:
Experience: 6 months - 2 years Mailing Address:
Travel: Negligible
Reference: CACEMlssSw

Req ID: 156581
Job Function: Marketing and Sales
Full-Time/Part-Time: Full-time
Contract Type: Regular Employment
Job Level: Professional
Sub-department: Sales

Office Location: Los Angeles, CA (LAX), United States

Start Date:

The Panalpina Group is one of the world's leading providers of supply chain solutions, combining its core products of Air Freight, Ocean Freight, and Logistics to deliver globally integrated, tailor-made end-to-end solutions. The Panalpina Group operates a global network with some 500 offices in more than 80 countries, and employs around 15,000 people worldwide.

We are looking to hire a Route Development Manager - Transatlantic to primarilyy trade sales contact for the Area, the RDM is the central point of contact for overseas areas/districts, oversee a particular trade lane for the district, and achieve sales plan objectives with personal targets by effectively selling Panalpina products


• Compile target list (personal targets as well as district and BU targets) in close cooperation with BU's Head of Sales and BUMs

• Share target list with overseas (integrate overseas targets) and handle list as a "living documents"

• All targets must be entered in CRM, as well as any updates. Monitor results on a monthly basis, using CRM as the supporting tool.

• Actively generate sales leads and communicate to overseas counterparts

• Participate in tender management process as sponsor by providing customer related information

• Assure successful customer implementation with operations and/or business units

• Provide input to Air and Ocean Procurement for product development

• Plan and carry out CSTs (Consignee Selling Trips) abroad when needed

• Receive and coordinate incoming CSTs

• Create local awareness of assigned trade lane through presentations, sales kits, cheat sheets, pricing links, etc.

• Educate local sales staff through joint calls

• Escalate pricing and market issues on target accounts to TLM (insufficient pricing, investment needed, etc.)

• Report on market information, competitor activities, product issues etc.

• Monitor results


Functional Requirements

• Functional know-how of air and ocean freight

• In-depth route knowledge

• Understanding of Panalpina strategy and products

• Market knowledge (customers, competitors, suppliers)

Management Skills

• Decision-making capabilities

Personality Traits

• Good communication (verbal, written, listening and presentation) skills

• Strong network and relationship building capabilities

• Able to sell and close a sale by effectively negotiating with decision makers to maintain and expand business opportunities

• Ability to define problems, analyze facts and determine valid solutions to resolve the issues

• International mindset

Educational Background and Work Experience

• Higher educational level (business administration, economics, logistics)

• Work experience minimum 8 years

• Industry experience minimum 5 years

• Marketing & Sales experience minimum 3 years

• Fluent in English and preferably other languages


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