Head of Air & Ocean Sales
Location: USA
Reports to: VP of Sales / Managing Director
Role Overview:
The Head of Air & Ocean Sales will play a pivotal role in driving strategic growth and profitability for the company’s Air & Ocean freight operations in the USA. This position focuses on identifying and securing new business opportunities, fostering strong client relationships, and leading sales efforts to expand the customer base while achieving revenue and profitability targets. The ideal candidate is a seasoned professional with extensive knowledge of the Air & Ocean freight forwarding industry, a strong sales acumen, and a proven ability to excel in a competitive logistics environment.
Key Responsibilities:
- Strategic Sales Development: Design and execute a comprehensive sales strategy for Air & Ocean services, encompassing international freight forwarding, customs brokerage, and supply chain solutions.
- Targeted Client Acquisition: Identify and engage key prospective customers, including SMEs, multinational corporations, and industry leaders in sectors such as automotive, technology, and pharmaceuticals.
- Relationship Building: Cultivate and maintain long-term client relationships by providing tailored logistics solutions that address specific shipping and supply chain needs.
- Business Growth: Drive new business acquisition, manage the full sales cycle from prospecting to closing, and lead contract negotiations with executive-level decision-makers.
- Operational Collaboration: Work closely with operations teams to ensure exceptional service delivery, optimizing supply chain efficiency and cost-effectiveness.
- Team Leadership: Lead and mentor a team of sales professionals, offering guidance to achieve individual and collective sales targets and overall revenue goals.
- Market Insights: Leverage competitive intelligence and industry knowledge to position the company as a preferred provider of Air & Ocean freight solutions.
- Market Expansion: Identify trends and opportunities to broaden Air & Ocean services, ensuring the company remains ahead of competitors and aligned with market demands.
- Performance Reporting: Monitor and report on sales performance metrics, including revenue, conversion rates, and customer retention, utilizing CRM tools and analytics platforms.
- Industry Representation: Represent the company at trade shows, conferences, and events, building networks with key industry players.
- Regulatory Compliance: Ensure adherence to all regulatory and industry standards, including IATA, FMC, and CBP requirements.
Qualifications:
- Education: Bachelor’s degree in Business Administration, International Business, Logistics, or a related field.
- Experience: 10+ years in Air & Ocean freight forwarding or logistics sales, with a proven track record of business development in the USA market.
- Industry Knowledge: Comprehensive understanding of Air & Ocean freight operations, customs brokerage, and supply chain management.
- Sales Expertise: Demonstrated success in acquiring new business, managing key accounts, and consistently meeting or exceeding revenue goals.
- CRM Proficiency: Familiarity with CRM platforms such as Salesforce or HubSpot and experience with sales reporting tools.
- Communication Skills: Strong negotiation, presentation, and relationship-building skills, with the ability to influence C-level executives.
- Adaptability: Skilled at managing multiple priorities in a fast-paced, dynamic environment while maintaining a customer-centric approach.
- Market Knowledge: In-depth awareness of industry trends, competitor offerings, and market dynamics to drive innovative solutions.
What Our Customer Offers:
- Compensation: Competitive base salary with performance-based bonuses.
- Benefits: Comprehensive package, including health, dental, vision, and retirement plans.
- Career Growth: Opportunities for professional advancement within a rapidly expanding global logistics organization.
- Technology Access: Cutting-edge logistics and CRM tools to enhance efficiency and effectiveness.
- Dynamic Environment: A collaborative and fast-paced workplace focused on excellence and innovation.