This is a "Hunter" role. This position is responsible for delivering the budgeted Ben Line Freight Solutions (BLFS) revenue and gross profit. You will be supported by a collaborative group of logistics, supply chain, and procurement professionals all working together to drive growth. You will demonstrate leadership, integrity, teamwork, and a passion to deliver successful business results in a manner consistent with Ben Line Agencies (BLA) culture, utilizing highly strategic selling techniques.
Success will be obtained by navigating complex sales conditions with target market decision makers and promoting our value-added services to help solve their unique supply chain challenges. This position will also demonstrate BLFS's value through discovery, presentations, collaboration with senior leadership, and ultimately negotiating and winning new business. The territory and/or focus of this sales position is Senior Sales. You will be measured and held accountable to deliver profit through growth in New Customer Acquisition, Sales Revenue, Margins, and Volume Targets.
Prospecting and New
Business Development:
- Deploy & qualify the potential customers who have the enquiry of Ocean Freight/Airfreight/Customs/Trucking services. Execute strategies for each identified target business opportunity.
- Establish and perform Monthly, Quarterly, and Annual account strategic plans, in line with Global/Regional Sales Strategy and market developments.
- Execute Sales activities (Identify/Qualifying/Value Proposition/Negotiating/Deal Close) with unlimited different vertical customers.
- Stay on track with New Customer acquisition targets and increasing "Share of Wallet" with existing customers.
- Consecutively monitor own performance against Monthly/Quarterly Sales Target assigned by Sales Management team.
- Frequently attend weekly/monthly sales meeting to boost up the Sales KPI & deep dive the healthy pipeline.
Account Management:
- Develop, maintain and grow the existing relationships with principals/business partners, in line with the agreed SLAs/KPIs per customer needs and to enhance the customer experience and retention.
- Ensure awareness on BLFS's suite of services within the network, acting as the ambassador for BLA promoting all new offerings, products and solutions.
- Monitor and analyze active accounts' volumes, revenue contribution, and overall performance and action accordingly if off track.
- Identify and implement cross selling opportunities from the existing BLA array of service offerings.
- Submit customer performance analysis & customer background to senior management ( if required)
Tender Management:
- Identify and pursue tender opportunities (if any) with the existing customer base as well as for new business opportunities, in line with the BLFS Global Tender Process.
- Collaborate with the correct stakeholder/team/department, in line with the tender process, to ensuring optimal success for BLFS and the customer.
Credit Management:
- Coordinate with AR-FIN to follow payment on time that is aligned with credit term granted to customers. In line with the BLFS credit management policy and in cooperation with the Finance Department in order to minimize BLFS exposure to receivable risk.
- Contribute to the Team's speedy resolution to such challenges, protecting the interests of BLFS as first priority.
Sales Initiatives
- Initiate the discussion with internal stakeholders and relevant parties to identify and develop new products and services to help meet customers' evolving needs.
- Identify and share with senior leadership perceived gaps in BLFS services.
- This individual should have a minimum of 1-2 years Sales Experience and be familiar with the principles and practices of Freight Forwarding including FCL, LCL, Inland Transportation, Airfreight and Customs Brokerage. Experience of Contract Logistics Warehousing and fulfillment as a plus.
- Bachelor degree or equivalent is preferred
- Experience in Intra-Asia and Transpacific markets.
- Chinese Speaker is a plus point
- CRM experience (Salesforce, Hubspot, or equivalent)
- Ability to understand sales target, customer background & demands, performance reporting, and credit processes.
- Strong discovery, presentation, and communication skills
- Ability to connect strategy and plan, and execute accordingly
- Results oriented with a positive attitude, proper follow up and an organized self-starter.
- Need to be resourceful, proactive and positive
- Proven ability to overcome customer objections with value, and not rely on being "cheapest" to win business
- Proven ability to be a team player
- Written and oral fluency in English is preferred
- Experience using Microsoft Suite (Outlook, Teams, Powerpoint, Sharepoint)
- Self-motivated, ability to work independently with initiative, self-organizer
- Strong commitment to delivering an exceptional customer experience
- Flexibility to travel nationally and internationally as required