Entry Requirements

• Bachelor’s degree in Business Administration, Marketing, or a related field
• Minimum of 5 years of proven sales experience in liner/NVOCC, with focus on M.E, ISC, Red Sea and E. Africa trade-lanes and regions.
• Strong analytical skills with the ability to interpret market data, identify trends, and develop actionable insights to drive performance.
• Excellent communication, negotiation and interpersonal skills, with the ability to build and maintain relationships with key stakeholders.
• Demonstrated and quantitative track record of success in previous roles such direct or indirect credit for landmark improvements in at least 3 of following 7 benchmarks :

7-1 Improved performance Commercial and sales KPIs

7-2 Improved market penetration by measurable means.

7-3 General Customer acquisition, and revenue generation

7- 4 Landmark quantitative improvement of a particular trade-               lane profitability

7-5 Improvement of customer diversity backed up by numbers.

7-6 Measurable improvement of market cap in previous role.

7-7 Measurable improvement quarterly or annual company revenue or trade-lane revenue.

Core responsibilities:

• Drive revenue growth by leveraging industry expertise and bringing new clientele to the company
• Tangible increase in lifting volume as well as revenue per unit and clientele of company’s services.
• To achieve the quantitative benchmarks in terms of volume and revenue per month / quarter etc.
• Obtain new business opportunities and recommend services or added value services to the management.
• Utilize added value services available within group companies and capitalize on them to improve sustainable growth.

Detailed Job description:

• Identifying potential clients of different categories (forwarders, direct shippers, and trading co) with cargos suiting line’s routes.
• Meet potential and existing customers regularly and create client details in CRM
• Maintain customer list with updated company profile and contact details, which is done in the line software.
• Identifying potential Key accounts at a local level and suggest to sales manager and potentially to principals – commercial.
• Update customer of existing and new services as well as promotional /special offers.
• Identifying the competition, market rate, client’s requirements and facilities offered by competition and report Management
• Applying rates to pricing and file rates in the system to be used in bookings with a detailed to line’s pricing desk.
• Pass the details to customer service for creating the booking in the system and regularly follow up.
• Post sailing follow up, offering promotional offers, dispute resolution and in one word: professionally maintain the account.
• Offer added-value services like trucking, clearance, warehousing if available in order to maximize the revenue.
• Weekly reports on sales visit, customer performance as well as segregation of Import (FOB) , Export and cross booking performance through system ( detailed booking report, customer report and booking and container activity report.
• Adhere to assigned targets for FOB, CNF and cross booking target ratio and quotas and ensure both import and exports are equally taken to account according to desired locations and routes instructed by the carrier.
• Utilizing the carrier’s software for daily checking of shipment status, lifting status of the agency, MRG rate levels, schedule
• Apart from sales activities of direct import, export and cross booking, generate sales leads, send to POLs and follow up
• Source new sales opportunities through inbound lead follow-up and outbound cold calls and emails
• Research the market, identify key competitors and keep an independent and accurate report of competition at all times.
• Perform cold-calling to build a pipeline of businesses and perform road shows, participate trade exhibitions etc
• Carry out research to identify clients who dropped out , finding out reasons and reporting to the agency sales manager.