Senior Field Sales Executive - Freight Forwarding

CDL Job Posting

Senior Field Sales Executive - Freight Forwarding

• Job Type Full Time
• Qualification BA/BSc/HND
• Experience 3 - 5 years
• Location Nairobi
• Job Field Sales and Business Development

JOB PURPOSE

• To drive revenue growth by identifying and acquiring new customers, managing existing client relationships, expanding market coverage, and achieving sales targets through regular field visits and effective sales strategies.

KEY RESPONSIBILITIES

• Identify and acquire new customers through field visits, networking, referrals, and direct prospecting.

• Develop and maintain a strong sales pipeline.

• Conduct regular visits to prospective and existing customers.

• Promote LCL, FCL, airfreight, customs clearance, transportation, and other logistics services.

• Prepare and follow up quotations to convert prospects into customers.

• Achieve agreed monthly, quarterly, and annual sales and gross profit targets.

• Develop existing customer accounts and identify cross-selling opportunities.

• Negotiate competitive and profitable rates with customers.

• Maintain strong relationships with key customers and decision-makers.

• Prepare customer visit reports and provide regular sales activity reports.

• Provide accurate sales forecasts and market feedback to Management.

• Work closely with Pricing, Operations, Finance, and Customer Service to ensure smooth customer onboarding and service delivery.

• Support collection of outstanding customer balances within assigned accounts.

• Monitor customer payment behaviour and escalate credit risks promptly.

• Maintain accurate records of prospects, quotations, customer visits, and business won.

• Represent the company professionally in customer meetings and industry events.

• Maintain confidentiality and protect the company's commercial interests and reputation.

• KEY PERFORMANCE INDICATORS

• New customers acquired and activated.

• Monthly and annual gross profit generated.

• Sales revenue generated.

• Number and quality of customer visits.

• Number and value of quotations issued.

• Conversion of quotations into business.

• New LCL, FCL, and airfreight business secured.

• Growth of existing customer accounts.

• Sales pipeline value.

• Customer retention and repeat business.

• Collection performance of assigned accounts.

• Timely submission of sales and customer visit reports.

• QUALIFICATIONS & EXPERIENCE

• Bachelor's Degree in Sales & Marketing, Business Administration, Logistics, Supply Chain Management, or a related field.

• 3–5 years' experience in sales in freight forwarding, logistics, shipping, clearing and forwarding, or a related B2B environment.

• Proven experience in field sales and new customer acquisition.

• Good understanding of LCL, FCL, airfreight, customs clearance, and logistics services.

• Proven ability to meet sales targets and convert prospects into customers.

• KEY SKILLS & COMPETENCIES

• Strong sales and business development skills.

• Excellent communication, negotiation, and closing skills.

• Strong customer relationship management.

• Good commercial and profitability awareness.

• Strong networking and prospecting ability.

• Self-driven and results-oriented.

• Good planning and time management.

• Strong follow-up and reporting skills.

• Ability to work independently and as part of a team.

• High level of professionalism, integrity, and accountability.

• ​​​​​​​BENEFITS

• Medical Cover: Company-provided medical cover.

• Monthly Airtime: Company-provided monthly airtime for official business communication.

• Sales Incentive/Commission: Performance-based sales incentive/commission in accordance with the company's approved incentive structure. Targets, qualifying criteria, commission rates, and payment terms will be communicated separately by Management.

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