Deploy & qualify potential customers who have enquiries for Ocean Freight/Airfreight on dedicated trade lanes
Generate sales leads for new and additional nominated business from/to Vietnam on specific trade lanes
Coordinate with Sales owners in the decision maker’s country to secure large tenders and business opportunities from/to Vietnam
Maintain large existing nominated BCO accounts and build relationships with their main trading partners in Vietnam
Engage Trade Lane coordinators dedicated to Intra-Asia countries
Identify avenues to generate leads with global network partners for new customers and/or additional business
Review and eliminate factors behind churn / loss of business
Develop, maintain and grow existing relationships with principals and business partners, in line with agreed Sales KPIs per customer needs to enhance customer experience and retention
Ensure awareness of the full suite of logistics services within the network, acting as an ambassador promoting all new offerings, products, and solutions
Monitor and analyze active accounts’ volumes, revenue contribution, and overall performance, and take action on dedicated trade lanes
Identify and implement cross-selling opportunities from the available array of service offerings
Submit customer performance analysis and customer background to senior management (if required)
Review with Sales owners in the decision maker’s country and with trading partners in Vietnam the expected volume from large existing nominated accounts
Establish expected growth rate (positive or negative) and determine drivers and underlying reasons
Develop a pursuit plan for top lost accounts in coordination with Sales owners and prepare for upcoming tenders or contracting opportunities
Develop a pursuit plan for top accounts expected to grow, aligned with Sales owners
Tender Management
Qualify and pursue tender opportunities with existing customers as well as new business opportunities, in line with the global tender process
Support Sales owners in the decision maker’s country to secure large opportunities from/to Vietnam
Collaborate with relevant stakeholders, teams, and departments in accordance with the tender process to ensure optimal outcomes for both the company and the customer
Role Initiatives
Initiate discussions with internal stakeholders and relevant parties to identify and develop new products and services to meet customers’ evolving needs
Identify and share perceived gaps in services with senior leadership
Convert leads generated from network partners
KPI Measurement
Actual volume growth in focus trade lanes (Europe inbound, Intra-Asia inbound & outbound)
Development of a strong value proposition in key nominated trade lanes (Europe and Intra-Asia)
Ensure leads in key trade lanes are generated and properly followed up
REQUIREMENTS
Qualifications
Bachelor degree or equivalent is preferred
Proven ability to be a team player
Written and oral fluency in English is preferred
Experience using Microsoft Suite (Outlook, Teams, Powerpoint, Sharepoint)
Chinese speaker as a plus point
Skills
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
Experience
This individual should have a minimum of 1-2 years Sales & Trade Lane Experience and be familiar with the principles and practices of Freight Forwarding including FCL, LCL, Inland Transportation, Airfreight and Customs Brokerage.
Experience in Intra-Asia and Transpacific markets.
Knowledge
CRM experience (Salesforce, Hubspot, or equivalent)
Behavior
Self-motivated, ability to work independently with initiative, self-organizer
Strong commitment to delivering exceptional customer experience
Flexibility to travel nationally and internationally as required
