Forwarding Sales Manager (FSM
Recru-IT
- South Africa
- Permanent
- Full-time
- Secondary Education: Matric (Grade 12)
- Tertiary Education: B Degree or relevant Post Graduate Qualification
- Years of experience required: At least 5 to 10 years Sales Experience in the International Freight Forwarding Industry.
- Specific experience required: Strong sales experience and ideally has worked in a business development role. Solid working knowledge of sales, business development and planning and management. Track record in International Freight Forwarding and Clearing.
- Level of computer literacy: Intermediate full MS Office, CRM capabilities and Cargo wise (CW) experience will be a plus
- Drivers license Code: Drivers License (Code 08)
- Highly motivated, sales orientated with experience in sales planning and execution.
- Extensive experience in the air and sea freight forwarding industry in sales at a senior level.
- In-depth knowledge of air- and sea forwarding processes, procedures, regulations and requirements.
- Critical Thinking – Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems
- Energetic and innovative, coupled with a high tolerance for stress.
- Highly motivated, sales orientated with experience in sales planning and execution.
- Sales Prospecting skills along with the ability to identify target accounts.
- Ability to operate in different business environments and deal with related cultures.
- Strong negotiation and presentation skills, including professional demeanour and excellent written, verbal and cultural communication skills.
- Ability to build strong rapport, establish trust and credibility through a consultative approach while balancing assertive sales follow-up, without being overly
- Skilled in exercising diplomacy when resolving customer inquiries and problems.
- Integrity and ethical qualities of the highest standard.
- Excellent public speaker with strong presentation skills.
- Generate personal new Forwarding sales to facilitate annual trade lane volumes growth as per company targets.
- Identify potential prospects, establish contact and develop customer relationships; target customers that can help increase market share.
- Coordinate Air & Ocean new business accounts secured by the FSM and develop sales leads and assess potential for business; maintain pipeline and
- manage inter-company opportunities.
- Define and quantify new Air & Ocean Forwarding targets in conjunction with BD Commercial, Trade Lane and our clients International partners.
- Act as liaison and communicate with foreign and domestic offices, department managers, upper management, and/or clients regarding quality service and
- related issues that affect our clients ability to meet the client’s requirements, supported by the Trade Lane Managers.
- Prepare Standard Operating Procedures / Forwarding Rate Proposals based on customer’s requirements, work with management team and operating staff to
- ensure quality and profitable service is delivered based on the customer’s SOP.
- Manage all communications in regards to your forwarding new business accounts, including effective and timely resolution of issues, problems or concerns
- with EMO/ Agent and BIL offices.
- Prepare monthly, quarterly and yearly reports that detail trade lane new Air & Ocean Forwarding business development & progress; analyse marketing conditions and sales projections.
- Ensure efficient feedback on new business Air & Ocean Forwarding sales leads received from Trade Lane and/or our client international partners, updating of the global target accounts.
- Define and quantify a dynamic and ambitious pipeline of target customers, supported by Trade Lane based on strategic focus countries.
- Engagement with key focus countries pertaining to new business Air & Ocean opportunities and provide regular feedback, supported by Trade Lane.
- Secure new forwarding business Air and Ocean freight
- Participation in Trade Lane monthly meetings with our clients strategic focus countries and provide feedback on new business Air & Ocean Forwarding opportunities,
- market intelligence, etc.
- Increase forwarding volumes per set countries, where our clients are busy with Route and Trade development between these countries.
- Manage individual company Target
- Manage & ensure Account profitability in conjunction with Trade Lane Management.
- Manage Possible Write Off’s
- Maximise Profits
- Volume growth, per country, per IV Ocean : TEU / Cubes ; Air : kg’s / tons
- Trade growth, per country Revenue
- Monthly and YTD performance against targets
- Value added activities and increased service offerings
- Innovations 1 per quarter
- KPI and performance dashboard management
- Call Reports Daily, weekly, monthly
- Monthly meeting with EMO and BIL Agents in conjunction with Trade Lane
- Managing Trade Lane Global Target list in conjunction with Trade Lane
- Utilise the CRM system optimally