Sales Executive Specification

Sales Executive Specification
Clearing & Forwarding Company
Position Overview
The Sales Executive is responsible for driving revenue growth by identifying, pursuing, and securing new business opportunities while maintaining excellent relationships with existing clients. This role focuses on promoting the company's clearing and forwarding services to various industries requiring international freight, customs clearance, and logistics solutions.
Key Responsibilities
Business Development
Prospect and identify potential clients across various industries requiring clearing and forwarding services
Conduct market research to identify emerging opportunities and trends in the logistics sector
Develop and implement strategic sales plans to achieve revenue targets
Generate leads through networking, cold calling, industry events, and referrals
Client Relationship Management
Build and maintain strong relationships with existing clients
Understand clients' logistics needs and challenges to provide tailored solutions
Conduct regular service reviews with key accounts to ensure satisfaction
Identify cross-selling and upselling opportunities within existing client base
Resolve client issues promptly and effectively
Sales Process
Prepare and deliver compelling sales presentations and proposals
Conduct site visits and client meetings to understand specific logistics requirements
Negotiate contracts and service level agreements with clients
Coordinate with operations teams to ensure proper implementation of new business
Track and report on sales activities, pipeline, and results
Industry Knowledge & Solutions
Stay informed about customs regulations, international trade requirements, and logistics trends
Develop a comprehensive understanding of the company's service offerings
Collaborate with operations teams to design customized logistics solutions
Provide clients with insights on optimizing their supply chain processes
Identify opportunities for service expansion based on market needs
Qualifications & Requirements
Education & Experience
Bachelor's degree in Business, Logistics, Supply Chain Management, or related field an advantage
Minimum 3-5 years of successful sales experience in logistics, freight forwarding, or related industry
Proven track record of meeting or exceeding sales targets
Experience with CRM systems and sales pipeline management
Knowledge of customs procedures, international shipping, and trade regulations
Skills & Competencies
Excellent communication and interpersonal skills
Strong negotiation and closing abilities
Proficient in creating compelling sales presentations and proposals
Ability to understand complex logistics requirements and propose suitable solutions
Problem-solving mindset with attention to detail
Time management and organisational skills
Proficiency in MS Office and CRM software
Personal Attributes
Self-motivated and energetic with a high level of drive and ambition
Resilient and persistent in the face of rejection
Customer-centric approach with a focus on building long-term relationships
Ability to work independently while contributing to team goals
Professional demeanour and business acumen
Results-oriented with a strong work ethic
Working Conditions
Regular office hours with flexibility for client meetings
Local and possible regional travel for client visits
Occasional evening or weekend work for networking events or industry functions
"Must possess a valid driver's license and own a reliable vehicle for client visits and business travel
Performance Metrics
New client acquisition rate
Revenue generated from new and existing clients
Achievement of quarterly and annual sales targets
Client retention and satisfaction rates
Quality of sales pipeline and lead conversion rates
Profitability of secured business
Compensation & Benefits
Competitive base salary
Provident fund
Performance-based commission structure
Reporting Structure
Reports to the Commercial Director