Key Responsibilities
1. Revenue & Target Achievement
Sales Strategy:
Develop and execute regional sales strategies aligned with company growth objectives to achieve annual revenue and gross profit (GP) targets.Pipeline Management:
Oversee the entire sales funnelfrom prospecting, lead generation, and client meetings to proposal creation, negotiation, and closing.Market Expansion:
Identify new trade lanes, emerging industry verticals, and untapped geographical territories to expand market share.
2. Team Leadership & Coaching
Sales Team Management:
Mentor, coach, and manage Regional Account Managers and Business Development Executives.Performance Monitoring:
Set individual and team Key Performance Indicators (KPIs), conduct regular pipeline reviews, and track conversion rates.Training & Development:
Keep the team updated on market rate trends, Incoterms, and competitive landscape shifts.
3. Key Account Management & Growth
Strategic Accounts:
Directly manage and nurture relationships with enterprise and key target accounts within the region.Cross-Selling & Up-Selling:
Drive the adoption of integrated supply chain solutions (combining air/ocean forwarding, customs brokerage, and warehousing).Client Retention:
Ensure high levels of customer satisfaction and address escalated service or commercial issues proactively.
4. Pricing Strategy & Market Intelligence
Competitive Pricing:
Collaborate closely with the pricing and procurement teams to craft competitive, winning rate proposals and tender bids.Market Intelligence:
Gather intelligence on competitor strategies, pricing trends, and volume fluctuations across major trade lanes.
Key Skills & Competencies
Domain Expertise:
Deep understanding of the freight forwarding industry, including global logistics operations, carrier relationships, and Incoterms (FOB, CIF, EXW, DDP, etc.).Proven Track Record:
Demonstrated success in B2B logistics sales, consistently meeting or exceeding revenue targets.Leadership Skills:
Strong capability to inspire, motivate, and direct a sales team.Communication & Negotiation:
Excellent presentation, communication, and high-level stakeholder negotiation skills.CRM Proficiency:
Hands-on experience using CRM software (e.g., Salesforce, HubSpot, or industry-specific tools) to track sales pipelines.
