About the position
Job Purpose
The primary function of the role is that of Air & Ocean Forwarding Sales for new business. The FSM is responsible for growing the Air & Ocean Forwarding new business volumes in/out of South Africa in conjunction with Trade Lane & BIL global partners. Managing, implementing and coordinating new business forwarding business opportunities in South Africa in conjunction with Trade Lane. The role requires close cooperation with BIL Trade Lane Development team in developing identified new business opportunities and potential emerging markets. This position reports to the National Commercial Manager, and requires achievement of specific new business growth targets in Air & Ocean Forwarding.
Qualifications
- 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)
Experience
- 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
Competencies
- 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.
Key responsibilities of this role
- 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 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 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 international partners, updating of the global target accounts.
- Main activities of this role
- 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 strategic focus countries and provide feedback on new business Air & Ocean Forwarding opportunities, market intelligence, etc.
- Increase forwarding volumes per set countries, where we are busy with Route and Trade development between these countries.
Financial Responsibility (if applicable)
- Manage individual company Target
- Manage & ensure Account profitability in conjunction with Trade Lane Management.
- Manage Possible Write Off's
- Maximise Profits
Performance Indicators
- 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
Desired Skills:
- Sales Manager
- TEU
- Frieght
- Logistics
- Forwarding Sales
Desired Work Experience:
Desired Qualification Level:
