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.
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