Job Description
Key Responsibilities
Revenue Ownership: Achieve and exceed branch-level sales and revenue targets across freight forwarding products.
Team Leadership: Manage, coach, and develop the branch sales team to ensure high performance and productivity. Set performance goals, monitor progress, and conduct regular performance reviews.
Client Engagement: Cultivate relationships with key customers and prospects to win new business and retain existing accounts.
Solution Selling: Understand customer supply chain needs and provide tailored freight solutions (Air, Ocean, Multimodal).
Market Intelligence: Monitor competitor activities, pricing trends, and customer developments to proactively respond to market shifts.
Commercial Strategy: Build and execute daily, monthly and annual sales plans aligned with cluster goals.
Collaboration: Work closely with operations, pricing, finance, and product teams to ensure customer satisfaction and smooth execution.
CRM and Reporting: Ensure accurate opportunity tracking, pipeline health, and performance reporting through CRM tools.
DSO and Collections: Monitor and manage DSO to ensure timely collections and minimize overdue receivables.Collaborate with the finance team to resolve any billing or payment issues promptly.
Qualifications And Competencies
- Bachelor's degree in Business, Logistics, or related field (MBA preferred).
- Minimum 15 years of experience in freight forwarding sales, with at least 3 years in a leadership role.
- Strong knowledge of international shipping, INCOTERMS, customs processes, and global trade lanes.
- Proven track record in B2B sales, team management, and delivering revenue targets.
- Excellent communication, negotiation, and interpersonal skills.
- Strategic mindset with a customer-centric and data-driven approach.
- Extensive experience in client relationship management and strategic sales planning.
