Sales Executive - Freight Forwarding

Job Description & Requirements

Roles and Responsibilities

1. New Business Development (Hunter Focus)

Proactively identify, target, and acquire new customers for:

• Air freight
• Sea freight
• Multimodal logistics
• Conduct cold calls, cold emails, and in-person prospecting to generate new leads.
• Build and manage a new business sales pipeline from lead generation to deal closure.

2. Sales Activities & Market Penetration

• Understand customer supply chain needs and propose tailored freight forwarding solutions.
• Prepare and follow up on quotations, RFQs, and pricing proposals in coordination with operations and pricing teams.
• Actively penetrate target industries and trade lanes aligned with company strategy.

3. Revenue & Target Achievement

• Achieve monthly and quarterly new business sales targets.
• Focus on acquiring profitable and sustainable customers, not just volume.
• Track sales activities and performance against targets.

4. Customer Engagement & Conversion

• Conduct client meetings, presentations, and negotiations.
• Convert prospects into active customers through strong follow-up and relationship-building.
• Ensure smooth handover of new customers to operations after onboarding.

5. CRM & Sales Reporting

• Maintain accurate records of leads, opportunities, and activities in CRM or sales tracking tools.

Provide regular updates on:

• Pipeline status
• Conversion ratios
• Market feedback

6. Market & Competitor Awareness

• Monitor competitor activities, pricing trends, and market movements.
• Provide feedback to management on customer needs and market opportunities.

Key Performance Indicators (KPIs)

• Number of new customers acquired
• Revenue generated from new business
• Sales pipeline value and conversion rate
• Activity metrics (calls, meetings, proposals)
• Margin quality of new accounts

Skills and Qualifications:

• Diploma or Degree in Logistics, Business, Sales, or related field
• 2–5 years of experience in freight forwarding or B2B sales
• Strong interest in sales and business development
• Comfortable with cold calling and prospecting
• good communication, negotiation, and presentation skills
• Self-motivated, resilient, and target-driven