About the role
This role is responsible for developing a personal Book of Business (BOB) within the branch’s geographical reach by implementing company commercial strategies and promoting products to accelerate growth. The individual will ensure significant P&L contributions by managing margins within their own BOB. Success in this role requires strong communication skills and operational experience in a fast-paced, dynamic freight forwarding field sales environment.
How you will contribute
- Develop and manage a personal Book of Business (BOB), ensuring consistent growth in volume, revenue, and margin.
- Drive business development by maintaining a healthy balance of new client acquisition (hunting) and existing client management (farming).
- Conduct market analysis and competitive research within the local area.
- Collaborate with branch operations to customize SOPs that align with client needs.
- Support BOB clients with day-to-day requests related to export/import quotations and negotiations to facilitate opportunity closure.
- Coordinate with internal DPW network and external partner agents to ensure optimal service delivery.
- Utilize the CRM system to manage the sales pipeline and record activities aligned with the Field Sales Incentive Scheme. Stay informed about local regulations, industry trends, and best practices.
What you will bring
- Proven track record in sales, with a minimum of 3 years of recent and relevant experience in freight forwarding.
- Solid and demonstrable knowledge of the freight forwarding industry is essential.
- Strong execution sales skills, including the ability to identify, pursue, grow, and close business opportunities with support from product and operations teams.
- Ability to manage multiple priorities and meet deadlines in a dynamic environment.
- Intermediate proficiency in MS Office (Outlook, Word, Excel, PowerPoint).
- Effective verbal, written, and interpersonal communication skills, with the ability to engage with clients, carriers, vendors, and other stakeholders.
- Fluency in English is required; additional languages are a plus.