Maersk Line has thousands of used containers that are being phased out all over the world through independent agents. Previously such part of the business was outsourced as it was not core business, yet the input was that it creates a sizable revenue which could stay in-house. Therefore, Maersk Line set out to own the wholesale-process and enable sales of retired fleet of containers directly to traders and end-users, where I stepped in as a first employee in a team to get the business of the ground.
Previously I was a trader as an agent for Maersk and I knew sales and purchasing processes from both sides of the table. During the first year 2014-2015, I started immediately in sales via “plug-n-play” mode in local markets in Scandinavia. Then I shortlisted potential markets (Central Europe, Russia, Baltics and Middle East), designed and implemented a website, drafted a first legal framework and cooperated with Maersk team on tax requirements. Market portfolio consisted at some point up to 28 locations, where containers would be sold on active & reactive basis.
I brought in a large customer base across the regions, introduced framework agreements to enable wholesale of containers to deliver continuous revenue. Besides taking care of daily sales in my geographical portfolio, I created a new product concept in a short timeframe with various internal and external stakeholders. New, value-adding product offered a 1-year-long-term supply spanning 9 geographical locations to one key customer and delivered USD13mil$ extra in team revenues in 2016, outside my personal scorecard.
New way of working frame-agreement supply across 9 locations. Starting up a new “start-up” inside Maersk Line off the ground.
Delivered 105% of sales scorecard year-on-year with 12 million USD strongest in 11 regions.
☆ Identify cost-structure, needs and benefits of the new product offering
☆ Find the qualified bidders
☆ Negotiations with shortlisted bidders & the key customer
☆ Lead the change across multiple stakeholders (forwarders, terminals, ports, customs authorities, accounting)
☆ Implement new product concept offering across 9 offices and container sales team