Inttra Inc

Territory Sales Manager

Job Locations SG
Posted Date 2 months ago(1/22/2018 1:14 AM)


INTTRA is the world’s largest, multi-carrier e-commerce marketplace for ocean shipping. INTTRA professionals work with 50 leading carriers and NVOCCs, 110 software alliance partners, as well as their customers, to streamline and standardize their shipping processes worldwide through a network of more than 225,000 shipping professionals. Over 700,000 container orders are initiated on the INTTRA platform each week, representing 27 percent of global ocean container trade.


This individual will be responsible for overall business growth, sales profitability, and account penetration goals within the Singapore, Malaysia, the Philippines and Myanmar markets by effectively selling the company’s products and/or services, identifying new opportunities, leading business development activities in alignment with P&L owners, and personally securing new business accounts/customers.


  • Lead territory strategy and growth plan to achieve volume/revenue expectations, network expansion and customer retention
  • Participate in joint sales calls with carrier teams & local industry events
  • Identify new business opportunities for core business solutions
  • Consult with customers to understand their business process and recommend appropriate e-commerce solutions
  • Listen to market needs and provide feedback into the organization.
  • Traveling is required.
  • Personal accountability to develop and grow territory/market revenue across INTTRA’s business lines.
  • Develop an integrated account and market development plan in alignment with multiple product, marketing and channel managers.
  • Focus on new customer acquisition and growth particularly in the “AAA” segment.
  • Cultivate and manage in-country relationships with ocean carriers and INTTRA alliance partners, including execution of contractual agreements as appropriate, in support of global revenue goals.
  • Build successful partnership/business relationships at senior levels with ocean carriers, port owners, government bodies and industry leaders to sell the value proposition of e-commerce.
  • Provide and demonstrate industry thought leadership through value-add relationships to the industry (e.g. represent INTTRA on industry forums) within region to promote the acceptance of e-commerce.
  • Actively promotes/sells/secures orders from existing and prospective customers through a relationship-based approach to maximize the revenue from customers and carriers of the assigned territory or country or region.
  • Establishes, develops and maintains business relationships with current customers and prospective customers in the assigned territory/market segment to generate new business for the organization’s products/services.
  • Demonstrates products and services to existing/potential customers and assists them in selecting those best suited to their needs.
  • Makes telephone calls and in-person visits and presentations to existing and prospective customers.
  • Researches sources for developing prospective customers and for information to determine their potential.
  • Develops clear and effective written proposals/quotations for current and prospective customers.
  • Expedites the resolution of customer problems and complaints.
  • Coordinates sales effort with marketing, sales management, accounting, logistics and technical service groups.
  • Analyzes the territory/market’s potential and determines the value of existing and prospective customer’s value to the organization.
  • Creates and manages a customer value plan for existing customers highlighting profile, share and value opportunities.
  • Identifies advantages and compares organization’s products/services.
  • Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment.
  • Regional ownership through communications with INTTRA Managing Directors, for all account activities relative to account penetration, business development activities, integration requirements, support requirements and overall account satisfaction at the headquarters and key regional offices
  • The development and maintenance of detailed “Account Plans” maintained in
  • Communications across company to achieve global account penetration and satisfaction
  • Working with regional and headquarter personnel to address any and all account related needs and corporate related objectives
  • Meet pre-set SIC Targets by VP Sales Asia


Skills & Qualities:

  • Excellent verbal and written communication Able to speak Malaysia Bahasa language will be an advantage
  • Polished negotiation skills with excellent listening and presentation skills
  • Demonstrated tenacity and the ability to navigate corporate structures
  • Flexibility and ability to shift with the demands of the business in an entrepreneurial, informal environment
  • Extensive background in international supply chain and e-commerce solutions is preferred
  • Commercial understanding and industry knowledge of the Internet and e-commerce solutions for the logistics sectors such as B2B web portals is preferred
  • Demonstrated ability to work as part of a team is critical
  • Demonstrated innovativeness and motivation


Prior Experience:

  • Minimum of 10+ years of direct sales experience; candidates with international experience is desired.
  • Significant commercial experience in a 3PL, Logistics, Software solutions or Ocean Carrier environment
  • Proven track record in sales
  • Experience with new business development as well as customer retention
  • Experience in sales support related activities


  • Bachelor’s Degree preferred


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