Objective / Purpose of the Department

The Business Development department is the commercial driver of the company. The purpose of the department is to attract new customers, retain and grow existing customers. This includes increasing the number of clients in all of the company's Freight Forwarding customer segments,

The Commercial & Business Support department within the Business Development function is accountable for specific support activities to their Freight Forwarding commercial owners in the Business Development, product, and branch managers.

The Inside Sales Team is responsible for new business, servicing, retaining and growing the country's national portfolio.

Objective / Purpose of the Job

The primary purpose of the job is to give professional front line service to new business through direct channels whilst working closely with the BD team. This will be delivered through telesales & CRM management compliance

The employee is also responsible for servicing, retaining and profitably growing an assigned segment of regional accounts through CRM system data management.

The employee is required to expand the portfolio business by generating new customer accounts, and to increase the value of the assigned customer portfolio, measurable in Net Sales, Gross Margin, Gross Profit and transactional volumes.

Key Activities / Accountabilities

Business Development Strategy

Participation in the creation, development, and execution of the Business Development strategy within the Commercial & Business Support function.

Identify and report optimization possibilities in approach, processes and policies

Act as ambassador of the strategy within the network

Model the company values in day to day interaction internally and externally

Support both sales and branches in achieving their respective business objectives in the most efficient and effective way possible.

Qualification & Support of new accounts

Telesales qualification of new prospects

Profiling of the new customers based on size, vertical market and buying behaviour

Documenting required information and actions taken in CRM

Assisting sales with making appointments with customers where appropriate and log in CRM.

Support credit checks for new customers prior to submitting quotations, in line with GSP & credit management policy

Provide spot & standard quotes to the customer

Handle customer commercial questions (technical, pricing, invoices, consulting)

Identify new business opportunities

Portfolio Management

Plan specific activities to ensure realization of the Sales Goals

Continuously monitor own performance against CRM KPI's

Apply the Global Sales Process

Identify cross selling opportunities & communicate same to the corresponding Business Unit

Identify & execute necessary frequency of contact per

Identify and capitalize on new opportunities

Review and update customer tariffs as and when necessary to protect profitability

Ensure SOP's being in place to safeguard correct customer handling and business execution by Ops

Negotiation

Ensure CRM usage and compliance by recording all actions, discussions, next steps, agreements, quotes etc. in CRM

Provide complete and timely information regarding new business to concerned parties within network

Identify and act on external marketing opportunities

Complete all available G-Campus training modules relevant to your sales function, consult with superior.

Preferred Experience and Knowledge

Experience in B2B telesales

Experience in freight forwarding and logistics industry

Good knowledge of air and ocean freight products & processes (import and export)

Good communication / telesales and negotiation skills

Customer Satisfaction mind set

Fluent in local language(s) and good English skills

Training in first 12 months (mandatory)

Induction to teh company's Freight Forwarding

Global Sales Process (GSP)

Selling skills - telesales

CRM

Knowledge of Freight Forwarding's products & service building blocks

Freight Forwarding customer classification and segmentation criteria

Communication skills

Communication & negotiation skills