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    Forwarding Sales Manager - Johannesburg, South Africa - Recru-it

    Recru-it
    Recru-it Johannesburg, South Africa

    Found in: Talent ZA 2A C2 - 1 day ago

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    Description
    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:
    Knowledge & Skills
    • 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 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 clients requirements, supported by the Trade Lane Managers.
    • Prepare Standard Operating Procedures / Forwarding Rate Proposals based on customers requirements, work with management team and operating staff to
    • ensure quality and profitable service is delivered based on the customers 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.

    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 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.

    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
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