YOUR RESPONSIBILITIES

Profiling and qualifying prospective business to secure clients.
Obtaining sales interviews on the phone by cold calling.
Ensuring and maintaining a strong sales pipeline.
Keeping effective records (Corelog).
Negotiation with external role players, to source the best possible solutions for target and existing accounts.
Achieving market intelligence on the industry and the competition.
Identifying and targeting opportunities across all business units in the company's, but with a strong seafreight
focus; focusing on specific nominated seafreight trade routes and industries.
Preparing proposals and quotes and obtaining the relevant signatories.
Securing regular customer appointments per month with prospective, new and existing business.
Launching campaigns and ensuring individual and business Volume / GP / Activity sales targets are achieved (monthly,
quarterly, annually).
Coordinating and managing joint Sales efforts with all stakeholders in the company's network, both local and
international and across all business units and business solutions.
Securing new business with clients of A, B and C sizes, ensuring that a balance between profitability and volume
development is achieved and payment terms according to relevant policy.
Ensuring effective implementation of new business, by ensuring that SOP / F&C and Rates are in place and that
operations clearly understand their roles and responsibilities so that start up is successful.
Being accountable for 12 months (from date of first shipment) for maintaining efficient customer service levels with new
customers.
Assisting with the establishment and development of branch sales strategies and programmes.
Attending to all administrative work on new accounts – forwarding and clearing instructions, cost sheets, credit
applications, account numbers, working instructions, special requirements, etc.
Ensuring that all management reporting deadlines are met and all internal and external reports are in required formats on business development, opportunities and profitability.
Ensuring that all relevant systems and management reports are completed, as per the Corelog targets.
Adherence to and support of the company policies and guidelines regarding disciplinary action, company vehicles, office hours,
operational procedures, gifts, meals and entertainment policy etc. is of critical importance.
YOUR SKILLS AND EXPERIENCES

Matric (Grade 12) is essential, any further qualification will be a distinct advantage.
Sales skill training would be a distinct advantage.
Minimum 3 years working experience in the operational Sales environment with a proven track record of closed new
business, Freight Forwarding will be a distinct advantage.
Must be computer literate (Ms Office), advanced Excel and Power Point skills
Essential selling skills i.e. identifying and focusing on the customer needs; demonstrating how the company’s services
satisfy these needs; interactive listening; identifying buying signals buying signals; target setting; dealing with objections; problem solving; obtaining commitments; closing etc.
Presentation skills, especially the ability to structure a presentation to address a client need.
Strong Financial acumen and accuracy with figures.
Customer Retention management training and/or experience would be advantageous.
Proven commercial understanding of the Freight Forwarding industry.
Sales and CRM systems knowledge (e.g. SPMS, Corelog, Acon & Ciel or any other relevant CRM systems) would be
advantageous.
Assertive selling capability with very short sales-cycle (on-the-spot selling).
Highly motivated and a self-starter.
Energetic and detail oriented, excellent interpersonal skills.
Effective time-management skills.