BOBBY THOOMATT

• Develop and nurture new accounts while retaining the existing portfolio of 140+ clients
• Visit 20-24 clients/week to maintain healthy pipeline and stronger customer relationship
• Onboard 4-6 new customers (SMEs & Corporate) per month to ensure continuous growth
• Increase revenue through Freight ( Air, Sea & Land), Express movements to GCC
• Identify the Cross selling & Upselling opportunities from existing B2B customers to increase the volume/ revenue.
• Follow up on sales leads and convert them into long-term customers through solution based selling.
• Coordinate with Supply Chain team to rectify and resolve the customer complaints in timely manner to avoid leakage.
• Monitor the outstanding payment s of credit customers and follow up with clients for payment
• Develop monthly presentations/reports to keep management informed on our performance, current market situations, opportunities and
challenges ahead
• Update the opportunities and Visits on Salesforce on a daily basis for management visibility and review.

Post: Sales & Customer Service Executive
Organization: Wan Hai Lines ( UAE) LLC, Export Sales Dept
ManKhool- Dubai.
Duration: July 2014- till present
SALES- EXPORT - RESPONSIBILITIES:
Accounts and Generate business through regular follow up/ sales visits.
o Conducting market research, identifying & approaching potential customers, generating leads.
o Communicating the customer requirements with HQ to secure the best rates to secure LOT shipments.
o Negotiate/persuade customers to secure regular export biz to maintain the profitability of liner services and to match the targets set by principal office/ HQ
o Preparing quotations based on the agreed rate, surcharges and submitting to customers for booking confirmation.
o Resolve customer complaints regarding Ocean movements and managing efficient after sales service.
o Keeping export shipment tracker/ coordinate with POD offices/ monitor the cargo clearance at POD to avoid any possible long stay cases
o Build strong relationship with customers to identify areas for business development and growth and maintain a healthy sales pipeline
o Monitor Export/import market trends/ competitor services and other pertinent issues to update the Department heads
o Forecast the weekly export volume per sailing by gathering shipment forecast from shippers/forwarders.
o Prepare export/ profit performance comparison of major customers to decide the credit/PDC eligibility.
o Closely monitor credit/ PDC customers payment cycle to ensure the cash flow is in line with the agreed credit/PDC period
o Communicate closely with operations, documentation and customer service departments to make sure all the conditions in customers and managements SOP is followed accurately.
o Prepare export performance power point presentation for monthly presentation and weekly Reefer performance report.
CUSTOMER SERVICE- EXPORT - RESPONSIBILITIES
o Handling the bookings for 2 main services - PSX (Pakistan Saudi Express Service) and CMS (China Middle East Service)
o Handling/ coordinating with an approximate of 70-80 customers/ week with an approximate volume of 150-200TEU/PSX and 250-300TEU/ CMS (weekly service).
o Circulating sailing schedules with customers on a weekly basis to boost the weekly export volume.
o Upon receipt of booking confirmation, checking commodity acceptance/agreed rate/ MSDS/ DG form/ PTI for Reefer shipments/ Haulier code of transporter/ space availability in mother and feeder vessels (trans-shipment ports).
o Cross checking Letter of credit/ Surrender requests/ LOI / Port invoices/vessel certificate for approval.
o Follow up with customers for load list/ BL details to ensure smooth operation of the Wan Hai Lines documentation team.
o Coordinating with Dubai port/ MTY Yard for -additional seals/ container damage/port invoice discrepancy/shift manager for port to get approval for late gate in (missed gate in cut off) of containers etc.
o Calculating port charges ( operational & storage), line detention, rechecking agreed Ocean freight and Preparing accurate freight invoice/ forwarding to the customer for payment.
o Preparing Quarterly/half yearly and annual export volume of existing customers and update lost customers details to Management team.
o Follow up with shippers for long stay cases/ preparing notices for auctions/ follow up for payments.
o Persuade / Collect security deposit from concerned parties to safeguard company interest.
o In case of claims from POD office or consignee, cross check and verify the third party invoices and approve or reject the claim. In case of over charged, apply refund request in WHL ERP (with required documents- invoices and case report).
o Preparing case studies- gathering information from market and all reliable sources.

• Visit 15-20 customers/week to maintain healthy business relationship & to evaluate the chances of upselling or cross selling o Updating sales
call report in CORDIS CRM for records and follow up .
• Prepare Monthly volume forecast based on potential volume & submit to Singapore HQ for monthly Budget preparation.
• Discuss desired destination charges tariff with Customers and negotiate with pricing desk/ POD office for approval & filing.
• Maintain Enquiry status tracker to ensure better visibility of pending/ executed enquiries.
• Making joint calls with Senior Marketing Manager to increase the chances of winning the business.

• Visit 15-20 customers/week to maintain healthy business relationship & to evaluate the chances of upselling or cross selling
• Updating sales call report in EBMS CRM for records and follow up
• Research and study of the various segments, business pattern and market competitors, identifying & approaching potential customers, making
cold calls and generating leads.
• Preparing quotations based on the agreed rate, surcharges and submitting to customers for confirmation
• Communicating the customer requirements with Pricing team/ CS / OPS team to secure the best rates & to provide exceptional service to
customer
• Develop and generate new business in DV / Reefer & ODC cargo in the UAE Region.

• Visit 15-20 customers/week to onboard maximum customers and to maintain a healthy pipeline.
• Onboard 2-4 customers per month to avoid the impact of leakage and ensure continuous growth.
• Visit trade fairs/exhibitions prospecting & following up to build rapport to increase clientele.
• Build strong relationship with customers to identify areas for cross selling and upselling.
• Making joint calls with Sales Director, Pricing Managers to increase the chances of winning the business.
• Communicate/support and co-ordinate specific customer requirements (SOPs and RFQs) with the stakeholders in the organization.
• Closely monitor credit/ PDC customers payment cycle to ensure the cash flow is in line with the agreed credit/PDC period

SALES:
• Develop and nurture new accounts while retaining the existing portfolio of clients (BCO & NVO accounts)
• Conducting client meetings on daily basis to build stronger customer relationship
• Updating sales call repot in WHL portal CRM for records and follow up
• Provide quotations and negotiations with the rates to yield maximum volume
• Follow up on sales leads with a prompt visit to introduce Wan Hai Lines services.
• Coordination with pricing department in Taipei HQ for special rates approval and timely filing of rates for each account to specific PODs.
• Monitor the outstanding payment s of credit customers and follow up with clients for payment
• Develop monthly presentations/reports to keep management informed on our performance, current market situations, opportunities and
challenges ahead
• Work under pressure and meet tight deadlines and achieve targets set by the management. SUPPLY CHAIN- MANAGEMENT

LOGISTICS AND SHIPPING COORDINATION:
SEA IMPORT:
o Coordinate with different business units in Jumbo Electronics and consolidate/prepare shipment forecast for effective freight negotiation with forwarders.
o Prepare and maintain vessel schedule database from different Chinese ports to Jebel ali and Ajman (referring liner websites)
o Upon order confirmation from category team, prepare sea/air/ land transport rate request card, float and avail maximum quotations from all the vendors ( shipping lines/ forwarders)
o Negotiating freight rate/free time @ destination/credit time with shipping lines/ forwarders ( Offline or online- Reverse auction: ARIBA)
o Draft RFP, RFQ. Prepare and publish specific reverse auction events for spot rates and Project wise ( Lot / yearly contract)
o Analyze pre bid rates, post reverse auction bids, analyze the trend in market and prepare freight comparison report
o Get quotation approval from Head of Logistics and Category Manager, based on the requirement ( shortest/ longest transit time, free time @ port, freight rate or special request from customer)
o Intimate nomination details and coordinate with suppliers with regards to all the orders being placed.
o Proactively update category team, division and factory on all changes to carrier schedules and origin/ destination local charges.
o Review/ confirm the draft shipping documents ( invoice, PL, COO and BL) referring the LC and customs clearance procedures in UAE
o Tracking container arrival status from liner websites/ Dubai trade, prioritizing and facilitating clearance prior to line/port demurrage incurrence for all the import and cross trade shipments
o Prepare BL exchange letter, DO authorization letter and switching confirmation letters to liners.
o Prepare weekly freight negotiation report and submit to DGM procurement for review.
o Nominating and Arranging cross trade shipments for group companies ( Oman, Kuwait, Qatar, Iraq, Bahrain, Mozambique) and providing switch BL instructions/ switching approval to Dubai counterpart, before vessel arrival.
o Updating and sharing shipment tracker to in warding team, Category team, inventory team the status of shipments on a daily basis.
o Audit freight bills for discrepancies and re-confirm the charges with agreed quotation and terms.
o Preparing docs for freight vouching, Inter office memo and follow up on payment status to the forwarder.
o Book Keeping: File all the shipping documents, paid freight bills and inter office memo for future reference
o Research, assess and validate the credibility of new vendors and report to Head of Logistics.
EXPORTS
o Negotiate the best export freight rate with maximum free time @ destination ( online and offline), local transport and inspection shifting charges.
o Updating Haulier code to liner, obtaining SO, coordinating with transporter in pulling container from PORT, within the detention time.
o Update BL instructions online ( in liner websites) and confirm BL drafts, prior to vessel departure.
o BL surrender message (Express BL confirmation letter), BL ( full set ) collection, auditing export freight Bills ( local charges)
o Prepare Inter office Memo for exports and debit the charges to the corresponding divisions.

IMPORT/ EXPORT COORDINATION

SEA IMPORT/EXPORT OPERATIONS
o Preparing BL drafts for LCL and FCL shipments and getting confirmation from customers
o Getting Container release and IMCO approval from different Shipping Lines.
o Providing Master BL details to Liner and cross checking the Master BL draft for any corrections.
o Sending surrender message, putting provision for Line invoice and sending cheque request to accounts department.
o Cross checking relevant documents for passing Bill of entry ( invoice, PL, COO)
o Preparing Exit/ entry docs and forwarding to HO for customs submission.
o Calculating the cost for LCL shipments and Invoicing customer referring with agreed rates
o Coordinating with accounts department to settle payments on time for freight forwarders, liners and transporters.
o Preparing Gate pass and coordinating with the transportation department.
o Sending Pre-alerts to overseas agents and Coordinating with overseas agents for export and import shipments
o Calculating profit share payable to overseas agents and sending balance sheets for approval.
o Calculating exact air freight charges referring airline tariff and Sending quotations for air import and air export to clients
o Getting quotations for break bulk/ project cargo/ land trucking &negotiating with liners/ forwarder/ transporters for better rates
. WAREHOUSING
o Coordinate loading, dispatching and delivery of import shipments to customer
o Coordinate receiving, unloading and storing export shipments in allocated storage spaces.
o Calculating the volume (CBM) of import shipments for preparing the Load list.
o Coordinate with sales team, logistics department, transporters and accounts department for timely deliveries of shipments and ensure the return of acknowledgement of deliveries with reciever’s stamp and signature to the accounts executive
o Coordinate with surveillance and investigation of shipment shortage, deviation from specification and damages of shipments, resolve detected discrepancies by following up with customers and freight forwarders and submit appropriate reports.
o Supervising container destuffing and stuffing, referring import manifest and export manifest.

SEA IMPORT/EXPORT OPERATIONS