Sales Manager

Job Summary

We are looking for an experienced and result-oriented Freight Forwarding Sales Manager to lead our sales and business development activities. The candidate will be responsible for developing new business, managing key accounts, achieving revenue and profitability targets, and leading the sales team.
The ideal candidate should have strong knowledge of international freight forwarding, air and sea freight, import/export logistics, customer acquisition, pricing, and commercial negotiations, along with an established network of customers and industry contacts.
Key Responsibilities
Develop and execute sales strategies to achieve monthly, quarterly, and annual revenue and gross-profit targets.
Lead, manage, and motivate the sales team to achieve individual and team targets.
Identify new business opportunities and develop customers across air freight, sea freight, road transportation, customs clearance, and other logistics services.
Develop and maintain relationships with importers, exporters, manufacturers, traders, distributors, e-commerce companies, and corporate clients.
Generate new leads through networking, market visits, cold calling, referrals, industry events, and existing business relationships.
Manage and grow key accounts while ensuring high levels of customer satisfaction and retention.
Prepare and negotiate commercial proposals, freight rates, contracts, and service agreements.
Coordinate with Pricing, Operations, Documentation, Finance, and Customer Service teams to ensure competitive quotations and smooth shipment execution.
Monitor market conditions, competitor activities, freight rates, and industry trends.
Identify opportunities for cross-selling and upselling additional logistics services.
Review sales pipelines, quotations, conversions, customer visits, and revenue performance.
Establish sales forecasts and provide regular performance reports to senior management.
Monitor customer profitability and ensure business is generated at acceptable margins.
Support the team in resolving major customer issues and commercial challenges.
Ensure timely follow-up on receivables and coordinate with the finance team for outstanding payments.
Recruit, train, coach, and develop sales team members where required.
Build a strong sales culture focused on customer acquisition, retention, profitability, and sustainable growth.

Key Skills & Qualifications

Bachelor's degree in Business Administration, Logistics, Supply Chain, or a related field preferred.
5–10 years of experience in freight forwarding Sales role
Strong knowledge of Air Freight, Sea Freight, FCL/LCL, import/export procedures, customs clearance, and multimodal transportation.
Proven track record of achieving sales and gross-profit targets.
Strong customer and business-development network within the logistics/freight-forwarding industry.
Excellent negotiation, communication, presentation, and relationship-management skills.
Strong leadership and team-management capabilities.
Commercially aware with a good understanding of freight pricing and profitability.
Strong analytical, planning, and forecasting skills.
Proficiency in MS Office and CRM/sales-management software.
Willingness to travel for customer meetings and business development.

Key Performance Indicators (KPIs)

Monthly/annual sales revenue achieved
Gross profit and contribution margin
New customers acquired
Customer retention and repeat business
Sales pipeline and conversion ratio
Key-account growth
Team target achievement
Number of customer meetings/visits
Quotation-to-business conversion
Receivables and payment performance
Preferred Candidate Profile

The ideal candidate should be a strong hunter and relationship manager with the ability to generate new business while expanding existing accounts. Experience with an established customer network among importers, exporters, manufacturers, traders, and corporate clients will be an advantage.