Logistics Freight Forwarding Sales Manager (EM7193

Forwarding Sales Manager

The Forwarding Sales Manager is responsible for achieving the sales targets for Forwarding and driving business growth by identifying new customers, proposing logistics solutions, participating in bidding processes, and converting opportunities into revenue. The role focuses on new client acquisition, business proposals, active sales engagement (cold calls, sales tools, and lead generation) mostly in Freight Forwarding, not only for general cargo but also special cargo such as Reefer, OOG(Out-of-gauge) and so forth.

1. Performance Management and Strategy Set-up

• Achieve the non-captive sales targets given to Forwarding Team from existing and new customers.
• Set up short-and mid-term strategies for US forwarding business when it comes to ocean, air and road freight.

2. New Customer Acquisition & Business Development

• Identify and engage potential clients through cold calls, sales tools, and market research.
• Prepare and present tailored logistics proposals, including fulfillment services and local transportation (W&D).
• Actively participate in bid processes and follow up on opportunities.
• Explore upselling and cross-selling opportunities within new and existing accounts.

3. Sales Execution & Revenue Generation

• Manage the full sales cycle from lead generation to contract closure.
• Achieve assigned sales and profitability targets.
• Track pipeline and follow up on potential opportunities using CRM or sales tools.

4. Pricing & Contract Coordination

• Collaborate with the Pricing team to source competitive freight rates and structure profitable proposals.
• Work with the Legal team to review and finalize contracts.
• Negotiate pricing, contract terms, and service agreements to secure mutually beneficial deals.

5. Operational & Issue Management

• Serve as the primary contact for customers, ensuring smooth service delivery.
• Troubleshoot cost or operational issues and coordinate with the Operations team to maintain service continuity.

6. Financial & Risk Oversight

• Monitor and manage accounts receivable (AR) and accounts payable (AP), ensuring timely collection and payment.
• Coordinate with the Claims/Customer Service team to resolve complaints and service-related issues.

7. Customer Relationship Management

• Build and maintain strong client relationships, providing updates, service information, and industry insights.
• Ensure customer satisfaction by proactively addressing potential issues.

8. Cross-functional Collaboration

• Work with Sales, Marketing, Operations, Pricing, Legal, and Claims teams to deliver solutions aligned with customer needs.
• Coordinate internal resources to support account growth and service quality.

9. Reporting & Communication

• Provide regular updates to management on sales performance, pipeline, AR/AP status, and business opportunities.
• Share insights on market trends, competitor activities, and potential opportunities.