Senior Sales Executive- Freight Forwarding

The role involves identifying and building a database of potential customers, qualifying prospects by reviewing their business needs, commodities, trade lanes, and service requirements, and using data analysis to prioritize high-potential opportunities. It also includes assessing customers’ financial capability, decision making authority, and market accessibility, engaging them through meetings, presentations, and product demonstrations, and securing purchase commitments and forecasted requirements. The role coordinates RFQ and pricing activities with Sales Support, negotiates commercial terms and conditions, and works with the relevant teams to finalize agreements, complete customer onboarding, and proceed with the booking process.

1.Identify leads (prospect customer) database to develop a list of likely target customers (name, phone number, address, are they part of our supply chain) that can be further researched and contacted for qualification.

Qualification (Sales)

2.Qualify leads (prospect customer) and their business needs, patterns, and trends (i.e., contact, commodities, trade lanes, type of business, contract information including exceptions and service requirements) to determine whether they possess the characteristics that make them a good fit for Milaha products and can be converted.

3.Perform data mining to identify customer business needs, patterns, and trends (i.e., contact, commodities, trade lanes, type of business, contract information including exceptions and service requirements) to efficiently establish a focused list of the highest potential target customers.

4.Determine potential customer (prospects) ability to pay, authority levels, market accessibility to decide whether they possess the characteristics that make them a good potential customer.

5.Communicate with potential customers (prospects), often utilizing product demos and presentations, to convert them from potential customer to current customer.

6.Establish purchase commitment (& follow up on commitments) from customers, and work with them to formulate accurate forecasted needs so that Request for Quotation (RFQ) are generated by clients and received by Sales Support.

Request for Quote (Sales)

7.Coordinate with Sales Support to provide relevant pricing input via review of market data, competition activities, and industry trends, so that Quotations can be generated as competitively and timely as possible.

Negotiation (Sales)

8.Negotiate with customers using professional sales approaches and techniques, and provide any clarification on products, price, terms, and conditions to close sales transactions.

9.Coordinate with Sales Support & Product & Pricing sections to share any relevant negotiation information & follow up to align terms & conditions between customer and product & pricing.

Closing (Sales)

10.Coordinate with Sales Support & Service Delivery sections to share final agreement to move. forward to booking process to validate that the customer has been onboarded per the Standard Operating Procedure, and that the sale is finalized.

11.Execute effective handovers to Customer Service, Operations, Finance, etc., of the terms and conditions agreed with customers in their contracts; to move sales transactions to execution of service.

12.Verify that the committed sales volumes have been followed through, monitor the profitability in line with agreed service levels and contractual obligations so that if required any corrective actions are established to best meet customer needs and maximize sales.

13.Educate customers about the shipment process to make it clear so that it enables a smooth customer onboarding experience in Milaha.

Governance & Policy

15.Record all data in the Customer Relationship…