Senior Sales Executive

Role - Sales Executive

House of Shipping provides business consultancy and advisory services for Shipping & Logistics companies. House of Shipping's commitment to their customers begins with developing an understanding of their business fundamentals.

Currently, House of Shipping is recruiting for a Senior Sales Executive with a global shipping company.

Job purpose

The purpose of this role is to develop and maintain strong relationships with clients, shippers, and forwarders to secure forwarding mandates and expand the customer base. The role involves analyzing client requirements, managing rate negotiations, and ensuring exceptional service delivery to preserve and grow business volumes. It also focuses on managing and enhancing the existing portfolio, establishing partnerships with overseas agents, and responding promptly to sales leads and opportunities. Additionally, the role supports the company's network expansion and ensures alignment with client expectations and service standards.

Main tasks and responsibilities

1. Sales and Business Development:
2. Develop and nurture relationships with shippers, corporate clients, and forwarders to seek forwarding mandates and secure long-term partnerships.
3. Track, analyze, and forecast client requirements, maintaining an ongoing record to identify trends and adapt service offerings.
4. Maintain relationships with target customers, ensuring high volumes, providing proactive sales support, and delivering exceptional customer service to enhance satisfaction and loyalty.
5. Pursue shippers and cargo owners, negotiating and securing competitive rate agreements aligned with market dynamics.
6. Contribute to the expansion of the customer base by identifying and targeting high-potential clients in strategic markets.
7. Develop strategic sales plans to penetrate new markets, align offerings with customer needs, and meet revenue growth objectives.
8. Preserve the current business volume and generate new business opportunities related to existing services by identifying cross-selling and upselling opportunities.
9. Handle rate requests and provide tailored rate offers to customers, ensuring competitiveness while maintaining profitability.
10. Ensure timely and efficient service delivery, promptly addressing customer queries and informing them of any relevant deviations to build trust and reliability.
11. Manage and enhance the existing portfolio, identifying areas for growth and tailoring solutions based on evolving service offerings.
12. Establish partnership agreements with overseas agents to expand the company's network and develop reciprocal business opportunities.
13. Follow up on all sales leads and proactively communicate potential sales opportunities to Point of Loading (POL) agents to maximize conversion rates.
14. Collaborate with internal teams to align sales strategies with operational capabilities and ensure seamless execution of client requirements.
15. Monitor competitor activities and market conditions, providing insights to refine sales strategies and maintain a competitive edge.
16. Prepare and deliver sales presentations to key decision-makers, demonstrating the value of services and solutions offered by the company.
17. Identify and participate in industry events and trade shows to build brand presence, network with potential clients, and explore new business opportunities.
18. Develop and implement account management strategies to strengthen client relationships and drive repeat business.
19. Provide regular sales reports and forecasts, offering actionable insights to support management decisions and strategic planning.
20. Assist in designing promotional campaigns and marketing materials to support business development initiatives and increase visibility in target markets.
21. Undertake any other tasks and assignments as directed, ensuring alignment with organizational goals and objectives.

Background and experience:

• Bachelor's degree in business administration, Marketing, or a related field.
• 5 years of experience in sales and marketing roles within the shipping or NVOCC industry is preferred.
• Familiarity with liner/Container shipping operations and services.
• Knowledge of international trade and shipping regulations is a plus.

Competencies and skills:

• Excellent interpersonal and communication skills.
• Strong negotiation and persuasion abilities.
• Proactive approach to identifying and seizing business opportunities.
• Ability to build and maintain positive customer relationships.
• Proficiency in sales and marketing techniques.