Forwarding Sales Manager - Johannesburg, South Africa - Salesworx

Description

Job Description

Our client is a global logistics leader who has an international network across 120 countries. We are on the hunt for a Forwarding Sales Manager to join their team in Johannesburg

Job Purpose:

• The primary function of the role is that of Air and Ocean Forwarding Sales for new business.
  
• The FSM is responsible for growing the Air and Ocean Forwarding new business volumes in/out of South Africa in conjunction with Trade Lane and 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 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 and Ocean Forwarding.
  
  

Key Responsibilities:

• 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 and 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 and 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 regard 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 and Ocean Forwarding business development and progress; analyse marketing conditions and sales projections.
  
• Ensure efficient feedback on new business Air and Ocean Forwarding sales leads received from Trade Lane and/or our international partners, updating of the global target accounts.
  

Main Activities:

• 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 and 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 and 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:

• Manage individual company Target
  
• Manage and ensure Account profitability in conjunction with Trade Lane Management.
  
• Manage Possible Write Offs
  
• Maximise Profits
  

Performance Indicators:

• Volume growth, per country, per IV (Ocean : TEU / Cubes ; Air : kgs / tons)
  
• Trade growth, per country
  
• 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, monthly, weekly)
  
• Monthly meeting with EMO and Agents in conjunction with Trade Lane
  
• Managing Trade Lane Global Target list in conjunction with Trade Lane
  
• Utilise the CRM system optimally
  

Requirements

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
  

Knowledge and 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.
  

Benefits

• CTC - R800K
  

Our client will only be considering qualified Black African candidates due to their Employment Equity and B-BBEEE transformation objectives.

Applications for this post will close Friday 26th April.

Requirements
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, preferably in the 3/4 PL and/or Freight Forwarding Industry. Demonstratable ability to manage and lead a team is an advantage Specific experience required: Strong sales experience and ideally has worked in a business development role. Solid working knowledge of sales, business development and strategic selling methodologies. Proven track record in Freight Forwarding, Clearing, Contract Logistics and/or 3/4 PL. E2E Supply Chain experience. Level of computer literacy: Intermediate MS Office and CRM capabilities Drivers license Code: Drivers License (Code 08) Abilities: Critical Thinking - Using logic and reasoning to identify the strengths and weaknesses of alternative solutions to problems Supply Chain understanding - the ability to come up with solutions for certain supply chain scenarios Operations Analysis - Understand operations and then have the ability to analyse a clients needs and relay this back to business in an effective manner Active Learning - Understanding the implications of new information for both current and future problem-solving and decision-making. Knowledge: Sales and Marketing - Ability to promote and sell the company's products or services while following the sales process and strategy. Customer and Personal Service - Knowledge of principles and processes for providing a high level of customer service. This includes customer needs assessments, monthly / quarterly reviews and the evaluation of customer satisfaction. Job Requirements: Reliable and responsible with the ability to work unsupervised at times. Attention to detail when completing work tasks A willingness to lead, take charge and offer opinions and direction A willingness to take on responsibilities and challenges The ability to think outside the box (innovate) and look for solutions that will meet the clients needs.