Forwarding Sales Manager

3 weeks ago

india Salesworx Full time
Job Description

Our client is a global logistics leader who has an international network across 120 countries. We are on the hunt for a Forwarding Sales Manager to join their team in Johannesburg

 

Job Purpose:

  • The primary function of the role is that of Air and Ocean Forwarding Sales for new business.
  • The FSM is responsible for growing the Air and Ocean Forwarding new business volumes in/out of South Africa in conjunction with Trade Lane and global partners.
  • Managing, implementing and coordinating new business forwarding business opportunities in South Africa in conjunction with Trade Lane.
  •  The role requires close cooperation with Trade Lane Development team in developing identified new business opportunities and potential emerging markets.
  • This position reports to the National Commercial Manager and requires achievement of specific new business growth targets in Air and Ocean Forwarding.

Key Responsibilities:

  • Generate personal new Forwarding sales to facilitate annual trade lane volumes growth as per company targets.
  • Identify potential prospects, establish contact and develop customer relationships; target customers that can help increase market share.
  • Coordinate Air and Ocean new business accounts secured by the FSM and develop sales leads and assess potential for business; maintain pipeline and manage inter-company opportunities.
  • Define and quantify new Air and Ocean Forwarding targets in conjunction with BD Commercial, Trade Lane and our International partners.
  • Act as liaison and communicate with foreign and domestic offices, department managers, upper management, and/or clients regarding quality service and related issues that affect our ability to meet the client’s requirements, supported by the Trade Lane Managers.
  • Prepare Standard Operating Procedures / Forwarding Rate Proposals based on customer’s requirements, work with management team and operating staff to ensure quality and profitable service is delivered based on the customer’s SOP.
  • Manage all communications in regard to your forwarding new business accounts, including effective and timely resolution of issues, problems or concerns with EMO/ Agent and BIL offices.
  • Prepare monthly, quarterly and yearly reports that detail trade lane new Air and Ocean Forwarding business development and progress; analyse marketing conditions and sales projections.
  • Ensure efficient feedback on new business Air and Ocean Forwarding sales leads received from Trade Lane and/or our international partners, updating of the global target accounts.

Main Activities:

  • Define and quantify a dynamic and ambitious pipeline of target customers, supported by Trade Lane based on strategic focus countries.
  • Engagement with key focus countries pertaining to new business Air and Ocean opportunities and provide regular feedback, supported by Trade Lane.
  • Secure new forwarding business Air and Ocean freight
  • Participation in Trade Lane monthly meetings with our strategic focus countries and provide feedback on new business Air and Ocean Forwarding opportunities, market intelligence, etc.
  • Increase forwarding volumes per set countries, where we are busy with Route and Trade development between these countries.

Financial Responsibility:

  • Manage individual company Target
  • Manage and ensure Account profitability in conjunction with Trade Lane Management.
  • Manage Possible Write Off's
  • Maximise Profits

 

Performance Indicators:

  • Volume growth, per country, per IV (Ocean : TEU / Cubes ; Air : kg's / tons)
  • Trade growth, per country
  • Monthly and YTD performance against targets
  • Value added activities and increased service offerings
  • Innovations (1 per quarter)
  • KPI and performance dashboard management
  • Call Reports (daily, monthly, weekly)
  • Monthly meeting with EMO and Agents in conjunction with Trade Lane
  • Managing Trade Lane Global Target list in conjunction with Trade Lane
  • Utilise the CRM system optimally


Requirements

Qualifications:

  • Secondary Education: Matric (Grade 12)
  • Tertiary Education: B Degree or relevant Post Graduate Qualification
  • Years of experience required: At least 5 to 10 years Sales Experience in the International Freight Forwarding Industry.
  • Specific experience required: Strong sales experience and ideally has worked in a business development role. Solid working knowledge of sales, business
  • development and planning and management. Track record in International Freight Forwarding and Clearing.
  • Level of computer literacy: Intermediate full MS Office, CRM capabilities and Cargo wise (CW) experience will be a plus
  • Drivers license Code: Drivers License (Code 08)

Experience:

  • Highly motivated, sales orientated with experience in sales planning and execution.
  • Extensive experience in the air and sea freight forwarding industry in sales at a senior level.
  • In-depth knowledge of air- and sea forwarding processes, procedures, regulations and requirements.
  • Critical Thinking - Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems

Knowledge and Skills:

  • Energetic and innovative, coupled with a high tolerance for stress.
  • Highly motivated, sales orientated with experience in sales planning and execution.
  • Sales Prospecting skills along with the ability to identify target accounts.
  • Ability to operate in different business environments and deal with related cultures.
  • Strong negotiation and presentation skills, including professional demeanour and excellent written, verbal and cultural communication skills.
  • Ability to build strong rapport, establish trust and credibility through a consultative approach while balancing assertive sales follow-up, without being overly
  • Skilled in exercising diplomacy when resolving customer inquiries and problems.
  • Integrity and ethical qualities of the highest standard.
  • Excellent public speaker with strong presentation skills.

Benefits
  • CTC - R800K

Our client will only be considering qualified Black African candidates due to their Employment Equity and B-BBEEE transformation objectives.

Applications for this post will close Friday 26th April.


Requirements
Qualifications: Secondary Education: Matric (Grade 12) Tertiary Education: B Degree or relevant Post Graduate Qualification Years of experience required: At least 5 to 10 years Sales Experience, preferably in the 3/4 PL and/or Freight Forwarding Industry. Demonstratable ability to manage and lead a team is an advantage Specific experience required: Strong sales experience and ideally has worked in a business development role. Solid working knowledge of sales, business development and strategic selling methodologies. Proven track record in Freight Forwarding, Clearing, Contract Logistics and/or 3/4 PL. E2E Supply Chain experience. Level of computer literacy: Intermediate MS Office and CRM capabilities Drivers license Code: Drivers License (Code 08) Abilities: Critical Thinking - Using logic and reasoning to identify the strengths and weaknesses of alternative solutions to problems Supply Chain understanding - the ability to come up with solutions for certain supply chain scenarios Operations Analysis - Understand operations and then have the ability to analyse a clients needs and relay this back to business in an effective manner Active Learning - Understanding the implications of new information for both current and future problem-solving and decision-making. Knowledge: Sales and Marketing - Ability to promote and sell the company's products or services while following the sales process and strategy. Customer and Personal Service - Knowledge of principles and processes for providing a high level of customer service. This includes customer needs assessments, monthly / quarterly reviews and the evaluation of customer satisfaction. Job Requirements: Reliable and responsible with the ability to work unsupervised at times. Attention to detail when completing work tasks A willingness to lead, take charge and offer opinions and direction A willingness to take on responsibilities and challenges The ability to think outside the box (innovate) and look for solutions that will meet the clients needs.

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