Business Development Manager – Freight Forwarding

Title: Business Development Manager – Freight Forwarding

Position summary:

Responsible for prospecting, engaging, discovering, pricing, and closing & post-closing sales activities in the assigned territory to achieve organizational revenue goals.  The successful individual will set revenue goals based on account size & timeline, map out activities to achieve set goals, and record accurate, detailed, and timely information using CRM.  Utilizes prospecting tools in combination with existing networks & contacts, qualifies accounts, understands customer needs, initiates dialogue with prospects, conducts discovery, prices & quotes solution to “proven pain,” identifies and builds relationships with key decision makers, understands timelines, and brings in necessary SMEs and resources to close accounts. Engages with operations and account management in final steps of closing the sale to ensure smooth onboarding process, writes up SOPs, and establishes credit, POA, and all other necessary documentation to operate the account. Conducts post-sales via follow-up, periodic performance reviews, and issue resolution. Performs special projects and other duties as assigned by supervisor and complies with all company’s policies and procedures

Background Required:

• Experience in international freight forwarding sales (7-10 years) 
• Multimodal (e.g., Air, Ocean, Import/Export)
• Excellent knowledge of local markets and competitive landscape
• Bids, proposals, and negotiations
• Time, territory, and contact management (e.g., CRM)
• Home office (USA) and travel management
• Computer literate: MS Windows OS, MS Office, and CRM  
• Education: Associate degree or equivalent combination of education and experience.  
• Fluent in Microsoft Office

Background Preferred:

• Value added services such as Warehousing/Distribution and Customs Brokerage. 
• Certificates & Licenses: Sales Training, SPIN Sales, Discovery & Solution Sales

Other essential abilities and skills:

• Hunter mentality
• Self-starter and self-motivator
• Proving pain, discovery, solutions oriented, push & pull 
• Excellent written and verbal communication 
• Analysis & attention to detail  
• Customer service orientated
• Problem solving and decision making 
• Diplomacy and judgment 
• Initiative and follow-through
• Mathematics (Basic)
• Project Management 
• Team player 
• Vendor relations

Additional Essential Job Duties:

• Direct sales through prospecting, hunting, and closing via value proposition.
• Contribute to the wider division goal, monitor sales pipeline progress, joint sales calls, support closing, and provide support to colleagues as needed.
• Manage the onboarding of new clients, monitor the progress of account handover ensuring clients are fully and seamlessly transitioned to KAM and comfortable with their new contact points.
• Collaborate on internal issues among departments thru communications, brainstorming and collaboration with others, monitor communication to and from our clients, and ensure that it is up to company’s expectations.
• Creative plan and initiative to bring our operation suitable to our existing and prospective clients.
• Analyzing consumer needs and developing innovative solutions that proves active listening and promotes value-add.
• Educating customers about our shipping solutions
• Qualifying prospects for size, complexity, and overall fit for our company 
• Using Salesforce (or similar)  automation tools to track progress and report goals
• Conducting research on customers that have a need for our services.
• Cold calling, generating new leads and prospecting accounts.