Sales Representative

We are seeking a dynamic and results-driven Sales Executive to join our Freight Forwarding and Clearing team. The successful candidate will be responsible for generating profitable new business while maintaining and growing existing client relationships within the logistics industry. This role focuses on driving revenue growth across air freight, sea freight, and cross-border logistics services through strategic sales initiatives, strong market knowledge, and exceptional customer relationship management. Responsibilities: Business Development and Client Acquisition: • Identify, qualify, and secure new business opportunities in line with the company's strategic growth plan, including new sales, between 8 to10 New Sales Visits per week. • Develop and maintain a strong pipeline of prospective clients through market intelligence and networking. • Present tailored logistics solutions that align with client requirements and company capabilities. • Negotiate and close contracts within company pricing and margin guidelines. • Meet and exceed agreed sales targets and profitability metrics. Account Management and Client Retention: • Maintain strong, ongoing relationships with existing clients, ensuring continued satisfaction and retention. • Conduct regular client visits, performance reviews, and business reviews to identify upselling or cross-selling opportunities. • Act as the main commercial contact between clients and the company's operational teams to ensure seamless service delivery. • Resolve customer complaints or challenges promptly, maintaining the company's reputation for professional service. Commercial and Financial Management: • Achieve agreed sales revenue and profit targets in line with the company's commercial objectives. • Build and maintain a sustainable client base through long-term, profitable relationships. • Ensure all client proposals and quotations are commercially viable, accurate, and approved in line with the company's pricing and margin structures. • Manage client accounts in collaboration with Finance to ensure timely invoicing and payment collection. • Actively support the Finance Department in resolving client payment delays, disputes, or credit-related issues to maintain positive cash flow and minimize debtor days. • Maintain an accurate record of client volumes, profitability, and growth trends for reporting purposes. • Capture and maintain all sales opportunities, pipeline data, and client financial information accurately in the company’s CRM system, ensuring management has reliable data for financial planning and forecasting. • Participate in quarterly business reviews to assess client performance and profitability. Market Intelligence and Strategy: • Monitor competitor activity, market trends, and pricing shifts to identify growth opportunities. • Provide feedback to management on emerging markets, potential clients, and strategic partnerships. • Contribute to the formulation of sales strategies and marketing initiatives. Collaboration and Internal Alignment: • Work closely with operations, finance, and management to ensure smooth handover of new clients and accurate billing. • Communicate client requirements clearly to internal stakeholders, ensuring expectations are met. • Participate in weekly and monthly sales review meetings and submit regular activity reports. Compliance and Governance: • Adhere to company policies, pricing authority limits, and approval processes. • Ensure client contracts are properly documented and authorized. • Maintain confidentiality of all client and company information in accordance with the company's NDA and POPIA compliance. Requirements • Diploma or Degree (NQF Level 6+) in Sales, Logistics, Marketing, or Supply Chain • Minimum 10 years’ experience in international freight forwarding and clearing sales, with proven track record of client acquisition and retention Skills and Competencies: • Client Orientation - Builds and maintains strong client relationships; anticipates and responds to client needs. • Commercial Acumen - Understands cost structures, Import/Export Process and costing associated with it, profit margins, and pricing strategy within freight forwarding. • Negotiation Skills - Strong ability to negotiate terms and close deals profitably. • Industry Knowledge - Deep understanding of international freight, customs, and cross-border logistics. • Communication - Clear, persuasive, and professional communication across all business levels. • Accountability - Takes ownership for achieving personal and company sales goals. • Integrity and Confidentiality - Upholds ethical standards and respects confidentiality in all dealings. • Resilience and Drive - Self-motivated with the persistence to pursue opportunities and overcome challenges.