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Job details:
This is a senior B2B sales/business development role in the freight forwarding and logistics industry, specifically focused on Air Freight – Export & Import. The role is for someone who can bring in new customers, generate revenue independently, and manage key client relationships.
The ideal candidate should have:
- Strong Air Freight sales experience
- Experience handling both Export and Import
- Existing relationships/network in the logistics industry
- Ability to generate their own leads
- Ability to acquire new customers
- Experience negotiating freight rates and commercial terms
- Proven history of achieving sales/revenue targets
- Ability to close deals independently
The candidates who can independently generate business and directly contribute to revenue will be strongly preferred.
1. New client acquisition
The person needs to continuously find new companies that require air freight services.
Sources can include:
- Existing industry contacts
- References
- Networking
- Client visits
- Market mapping
- Personal logistics network
2. Sell Air Freight solutions
They need to understand the customer's logistics requirement and offer an appropriate Air Freight solution and rate.
For example:
A customer may need to move cargo from India to Europe urgently.
The candidate should understand:
- Shipment requirement
- Origin/destination
- Export/import process
- Freight requirements
- Appropriate air freight solution
- Pricing/rates
- Commercial terms
3. Negotiate and close business
The candidate must be comfortable discussing:
- Freight rates
- Pricing
- Commercial terms
- Customer requirements
- Negotiation
- Margins/profitability
The end objective is business closure and revenue generation, not simply generating leads.
4. Achieve targets
This is a target-driven sales role.
The candidate may be measured on:
- Sales
- Revenue
- Shipment volume
- Profitability
- New business
- Customer conversion
Existing clients vs New clients
The role has both components, but new business development is particularly important.
Existing clients
The person needs to:
- Maintain relationships
- Ensure customer satisfaction
- Identify repeat business
- Upsell/additional business
New clients
The person needs to:
- Prospect
- Generate leads
- Meet customers
- Pitch Air Freight solutions
- Negotiate
- Close business
5. Strong industry network is a major advantage
This is one of the key screening points, specifically mentions an existing client network and strong market relationships as an advantage.
6. Pricing knowledge
The candidate should understand Air Freight pricing and commercial negotiations.
This means the candidate shouldn't be purely a relationship manager.
They should understand the commercial side of freight forwarding and be comfortable working with the pricing and operations teams.
They will coordinate internally with:
Sales → Pricing → Operations → Customer Service
to ensure the shipment is executed properly.
7. Reporting and CRM
The person also needs to maintain:
- Sales reports
- Pipeline
- Business forecasts
- Performance reports
- CRM records
- Excel reports
Click on Apply to know more.
