Sales Manager

Key Responsibilities

• Develop and execute sales strategies specifically focused on freight forwarding services, including Air Freight, Sea Freight, Import, Export, FCL, LCL, and associated logistics solutions.
• Identify, prospect, qualify, and convert new B2B customers requiring international freight forwarding services.
• Generate new business from importers, exporters, manufacturers, traders, distributors, and other companies with regular international shipping requirements.
• Develop a strong pipeline of potential customers through cold calling, client meetings, references, networking, market research, and regular field visits.
• Understand customer requirements related to origin, destination, shipment volume, mode of transport, Incoterms, transit time, and pricing and recommend suitable freight solutions.
• Prepare and present competitive freight quotations, rate proposals, and commercial offers for Air and Sea shipments.
• Coordinate with overseas agents, shipping lines, airlines, transporters, CHA/customs teams, and internal operations teams to obtain competitive freight rates and solutions.
• Negotiate freight rates, credit terms, and commercial conditions with customers while maintaining acceptable margins and profitability.
• Acquire new freight forwarding accounts and consistently achieve monthly and annual sales and revenue targets.
• Manage existing key accounts and increase business volumes through repeat shipments, cross-selling, and relationship development.
• Maintain regular contact with customers to understand upcoming shipments, trade lanes, volumes, and future logistics requirements.
• Work closely with operations and customer service teams to ensure smooth execution of shipments and timely resolution of customer concerns.
• Track market freight rates, shipping line and airline developments, competitor activities, and changing customer requirements.
• Maintain accurate records of sales calls, customer meetings, quotations, opportunities, shipment volumes, and sales pipelines in the CRM.
• Prepare regular sales forecasts, revenue reports, client acquisition reports, and pipeline updates for management.
• Represent the company during customer meetings, industry events, networking activities, logistics exhibitions, and other business development opportunities.

Required Skills and Qualifications

• Strong hands-on experience in Freight Forwarding Sales is required.
• Proven track record of generating new business for Air Freight and/or Sea Freight forwarding services.
• Strong understanding of international freight forwarding, including:
  • Air Freight
  • Sea Freight
  • FCL and LCL
  • Import and Export shipments
  • International trade lanes
  • Freight rates and quotations
  • Incoterms
  • Customs clearance and CHA coordination
  • Transportation and associated logistics services
• Existing relationships or a strong network among importers, exporters, manufacturers, traders, and corporate logistics customers will be highly preferred.
• Experience independently identifying prospects, meeting customers, preparing freight quotations, negotiating commercials, and closing business.
• Ability to develop and manage a strong sales pipeline and consistently achieve revenue and volume targets.
• Strong understanding of freight pricing, margins, carrier rates, and commercial negotiations.
• Excellent communication, negotiation, presentation, and client relationship management skills.
• Strong business development and account management capabilities with a customer-focused approach.
• Comfortable with regular field sales, customer meetings, and business development activities across Mumbai and surrounding markets.
• Proficiency in CRM systems, spreadsheets, presentations, email, and basic sales reporting tools.
• Bachelor’s degree in Business, Marketing, Logistics, Supply Chain, International Trade, or a related discipline preferred.
• MBA or professional qualification in Logistics, Supply Chain, or International Business will be an advantage.
• Strong organisational and time-management skills with the ability to manage multiple prospects and active customer accounts simultaneously.
• Ability to coordinate effectively with freight operations, pricing, documentation, customs clearance, finance, and customer service teams.
• Strong commitment to ethical sales practices, profitability, customer satisfaction, and long-term business relationships.