The purpose of this role is to grow the Global Forwarding (International Air, Ocean & Rail) services by securing new profitable and sustainable customers for the Branch/Area.
Our Senior Sales Executives are driven to succeed, thrive in a fast-paced environment, and are excellent relationship-builders.
They will directly generate revenue and drive new business by managing face-to-face sales meetings, presenting recommendations for supply chain improvements, and closing the sales.
They will be selling for the industry leader, backed by people, processes, and technology that are second to none.
Responsibilities:Manages customer interactions including fostering relationships, making customer calls and closing dealsUses CRM to identify, call and track prospects in order to gain core and strategic customer opportunitiesVisits customers and potential clients within assigned territory 3-to-4 days per week Collaborates with manager to ensure alignment with branch strategies in forecasting, business planning, and pipeline developmentDemonstrates solid decision-making skills and ability to prioritize ever-changing daily tasksEffectively executes sales activities to meet or exceed daily, monthly or annual expectationsWorks closely with other internal departments to ensure a seamless and positive customer experienceConsults with several levels of decision-makers and buying influences to understand customers' business challenges and supply chain goalsAbility to develop tailored solutions that deliver value and support the customer's business strategySenior Sales Executive is expected to bring own contribution to the regional team, not only by consistently achieving your new net revenue targets, but also by sharing opinions and ideas, as well as best practices, in order to support the success of the entire sales team and the Branch they work withProspects, plans, and conducts face to face visits with new prospective customers within Branch territoryInterprets how multiple factors effecting market conditions could impact a customer's supply chain and can deliver a persuasive case for changeMaintains & updates (minimum weekly) our CRM systemMaintains a strong commercial presence in the local marketplace, participating or presenting at regional eventsRemains engaged with customers to maintain relationship and ensure ongoing success of accounts in collaboration with local assigned Account Executive/Account ManagerFollows up and respond to sales leads generated by overseas offices or assigned by your Sales ManagerAttends training sessions created to enhance relevant knowledge and skillsCo-ordinates quotes with your Sales Coordinator (where applicable) and facilitate the transition of new customers to the local Account Executive/Account ManagerSolution Design:Ability to build a winning deal team using the right internal resources; leading and collaborating with International Air, Ocean & Rail and account management teams to develop a tailored solutionPartners with customers to gather information on their needs, and offers tailored solutions based on the CHR platform to win businessManages conflict and navigates difficult conversations with customers or internal partnersBuilds and delivers proposals, tailoring each presentation to the customerProcess Efficiency:Leverages customer facing technology to ensure the right technology is matched to customer needsInfluences customers to leverage automation and increase process efficiency from day one of implementationCollaborates and partners with Account Management teams to create and execute an implementation plan to effectively transition relationship management duties; assists in the development of any SOPs required to manage the customers' business effectivelyUse multiple media platforms to drive relationships forward and is comfortable with in-person or phone-based conversationsOrganizes and prioritizes opportunities utilizing AtmosphereNegotiates appropriate payment terms and processesUses internal tools and resources, including but not limited to service line and pricing SMEs, to determine customer pricing strategyOther duties or responsibilities as assigned according to the team and/or country specific requirementsRequired Qualifications:High school diploma or GEDMinimum 4 years of operations experience from a freight forwarder or outside sales experienceWillingness to travel within assigned territory, minimum 3-4 days per weekFluent in EnglishPreferred Qualifications:Bachelor's degree from an accredited college or universityAdvanced knowledge of logistical concepts and supply chain terminologyExcellent communication and presentation skillsAbility to multi-task, prioritize, and manage time effectivelyStrong attention to detailStrong ability to persuade, motivate, and influence othersSelf-driven, results-orientated individual with a positive outlook and clear focus on high quality and business profitabilityKeen sense for business development with a clear "hunter" mentalityDevelop and maintain strong inter-company relationshipsProficient in Microsoft Office Suite of programsValues a diverse and inclusive work environmentEqual Opportunity and Affirmative Action EmployerC.H.
Robinson is proud to be an Equal Opportunity and Affirmative Action employer.
We believe in equality for all and celebrate the diversity of our employees, customers and communities.
We believe this increases creativity and innovation, drives business growth and enables engaged and thriving teams.
We're committed to providing an inclusive environment, free from harassment and discrimination, where all employees feel welcomed, valued and respected.Benefits• EPF contribution 15%• Group Health Insurance • Flexible Benefit (Dental treatment or Optical purchase) • Birthday Leave