Field Sales Executive (Business Development)- Freight Forwarding

Job Function

The objective of the Field Sales Executive (Business Development) is to grow the company revenue, profitability and trading base through achieving a forwarding sales target on an area specific basis. The incumbent will administer field sales plans and processes to achieve revenue growth, enhance customer retention and acquisition, and increase lead conversion for a defined geographic location in line with the SSA Commercial business strategy, financial objectives and company policies.

Key Performance Areas

Customer Relationship Management

• Maintain on-going relationships with new and potential customers and sales partners.
• Partner with relevant teams to coordinate customer requests and products/services that are being promoted.
• Work jointly with operations, offices, partners and affiliates to grow the Freight and Forwarding base in Southern Africa.
• Establish appropriate internal relationships and communication with relevant functional areas to enhance customer satisfaction, improve service delivery and ensure customer retention.
• Seek opportunities for increased and profitable sales on new and existing accounts.
• Identify and contact prospective customers, assess customer needs and match with own products/services.

New Business (Business Development)

• Administer field sales plans and processes to achieve sales objectives and revenue growth for a defined geographic region, product line or market segment.
• Explore opportunities for increased and profitable sales on new and existing accounts.
• Identify and contact prospective customers, assess customer needs and match with own products/services.
• Lead and share sales presentations, bids, etc., provide product/service information and follow up on quotes to close business with the prospect.
• Responsible for the coordination of sales efforts for the geographic location, and provide information on competitors and suppliers to product management.

Target Achievement (Agreed cost to company target)

• The acquisition of new customers.
• Generation of quality leads.

Sales Calls

• 8 customer engagements per week.
• Log customer engagements within MDS.

Data Analysis and Reporting

• Analyse and report on sales opportunities monthly to understand emerging trends within the market and industry.
• Ensure timely communication to management on any potential changes within the customer’s business, industry and potential risk.
• Provide accurate monthly sales pack data to be used within ROSE calculation.

MDS Quality

• All client records should always be maintained with updated accurate customer details pertaining to:
• Customer contact details.
• Contact name, email, current telephone number and job title.
• Opportunity naming conventions including correct verticals, sub verticals and revenue products.
• Accurate Estimated closing dates.
• Accurate Client Revenue projections.
• Regularly correct issues or problems in existing systems and processes and make minor changes to achieve enhancements in day-to-day activities.

Qualifications Required

• Matric.
• Diploma/Degree in Logistics or Marketing Management or similar degree/diploma/qualification (Freight Forwarding Industry).
• Proficiency in Microsoft Office – Excel, Word, PowerPoint, Outlook and Cargo-wise 1.

Skills and Experience Required

• Excellent communication and presentation skills.
• Strong analytical skills.
• Strong networking abilities.
• Team player but also self-sufficient.
• Minimum 5-8 years’ experience in International Freight Management.
• Good understanding of Import/Export procedures and Incoterms.
• Good client relationship management, communication and presentation skills.
• Valid driver’s license and own vehicle.