Senior Sales Manager – Rotterdam

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Senior Sales Manager – Rotterdam

Education: HBO | Level: Medior | City: Rotterdam | Country: Nederland


Our client is a leading and dynamic provider of feeder and shortsea services. The group operates the largest and best-connected Feeder and Shortsea network in Northern Europe and the Mediterranean and handles some 3 million TEU annually . The company was founded in the 1970s as a feeder operator and shortsea activities was added in 1985. Seizing opportunities while at the same time having a long term view has been the hallmark of the group since the very beginning. Today the company has two business units:

Feeder Services and Shortsea Services. The Shortsea Services provide European customers with fully multimodal and flexible door-to-door solutions, combining seaborne transportation with road and/or rail, into an integrated multimodal transport solution that optimises the whole supply chain rather than each individual link.

Geographically, the services stretch from Ireland in the west to Russia in the east, and from south of the Alps to the Norwegian fjords. Shortsea services are offered as a sustainable alternative or complementary solution. Trucks, trains and vessels are combined throughout the journey from the shippers/ factories to the consignees. All steps of the process are carefully monitored and planned to ensure seamless and trouble free delivery. Solutions are tailored to individual needs as required, utilizing the company’s dense network, frequency and state of the art IT solutions. The clientele appreciates competitively priced services: safety, flexibility, punctuality and lower emissions. The fully intermodal network offers solutions and has the capacity to carry large amounts of full load containerised cargo on regular schedules. Since seaborne transport can replace or complement other transport modes, especially trucking, the market potential for shortsea door to door solutions is substantial.

In order to accommodate further growth and improve efficiency the company decided in 2016 / 2017 to restructure the back office, customer service and operations teams. In this new structure, the Benelux office in Rotterdam has become the centre for the Shortsea business units commercial activities in Benelux & France as well as the Marine & Operations teams for all ports in the North European network. The customer service function has been centralized in Hamburg, Denmark and Poland.

Although the feeder and shortsea market is a demanding and highly competitive market the company has shown healthy results and strong growth over the past decennia. The company is healthy, backed by strong financial partners and has an ambitious international program for further growth.


Overall responsibilities

• To deliver volume and yield targets of his/her own while remaining focused on relationship building

• To manage sales pipeline, segmentation, and accurate forecasting

• To monitor performance against KPI and take corrective action where necessary

• To own and develop his/her allocated customers

• To acquire and develop new customers

Sales process

• Manage the selling process to external customers, including pricing contract negotiations

• Pro actively search, develop and engage into new customer relationships

• Identify account needs, opportunities and key buying factors for exis ting customers, and formalize

those into account plans and strategies

• Ensure full penetration into and mapping of customers organization

• Seek to continuously improve customer satisfaction

• Ensure adequate update of the company’s IT systems for which s/he has responsibility in close co

operation with the sales support

Customer Relationships

• Own the overall customer relationship for existing customers, as well as potential new customers

• Establish strong, multi level, win/win relationships wi th new and existing customers

• Effectively handover to Customer Service, Operations, Finance etc for terms and conditions agreed with

customers in their contracts actively engage Customer Service into the customer relationship to ensure customers know relevant contact points in case of service failures

• Provide service support and claims resolution for extraordinary issues


Skills required

• Prospects for new accounts or opportunities

• Grows and up sells to existing accounts, focusing on growth an d profitability

• Successfully manages negotiation process

• Strong ability to qualify leads

• Strong ability to develop winning customer value propositions

• Builds strong and lasting relationships at all levels, focusing on decision makers and influencers

• Builds and maintain s a strong network of customers

• Thoroughly understands customer drivers, needs and requirements

• Leverages internal and external financial data to build winning strategies and understand account


• Builds and executes winning account strategies

Personal qualifications/competences required

• Thorough knowledge of the European transportation market in general and preferably more specific of the shortsea, intermodal and/or ferry markets, competitor s and industry tr ends

• Strong communication skills and commercial attitude

• Results orientation

• Sound aggressive hunting sales skills

• Best practice sales processes (e.g., account planning, contract negotiations)

• Language skills essential in Dutch (native) and English (fluent preferably in French and German

Key metrics (KPIs)

• Individual CY

• Individual volume

• Customer acquisition


Olivier Binkhorst

M +31 6 11 88 05 07
T +31 10 304 20 70

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