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BrighterMonday

Sales & Marketing Representative

Job Summary

Identifies, markets, qualifies, and penetrates new business opportunities from existing and potential customers using territory management skills.

  • Minimum Qualification: Diploma
  • Experience Level: Mid level
  • Experience Length: 2 years

Job Description

Nairobi Region – Freight and Forwarding

Duties and Responsibilities:


Working under the direction of the Business Development Manager, the Sales & Marketing Representative will have the following main responsibilities:
•    Identifies, markets, qualifies, and penetrates new business opportunities from existing and potential customers using territory management skills.
•    Schedules customer appointments with key decision-makers to overcome barriers and identify growth opportunities in the local/ international global market.
•    Educates customers on technology solutions to provide tracking, pricing, and reporting capabilities.
•    Collaborates with Operations to establish standard operating procedures (SOP's) for meeting customer expectations.
•    Plans quarterly business reviews (QBRs) with customers to review business trends and transit performance.
•    Applies sales strategies gained from sales training to identify areas where solutions can be implemented.
•    Identifies account decliners and gainers to develop strategies for winning back business and promoting future growth.
•    Uses state of the art customer relations management software (CRM) to develop strategic plans for customer growth and development.
•    Grow the company's air, ocean freight, transit, import and export and domestic business/services in an assigned territory, in accordance with corporate objectives (gross profit).
•    Find & develop qualified leads (cold calling), then convert them through the sales process into prospects and customers.
•    Continuously keep the sales pipeline full with deals at various types and stages, including fresh/new (qualified) leads/introductions, mid and late stage sales life cycle targets.
•    Perform regular visits to qualified prospects and customers to drive the business and grow the company's revenue, market share and profitability.
•    Demonstrate effective negotiation and closing techniques in securing profitable business across all products and services.
•    Report sales activity on a weekly basis to management.
•    Other tasks and responsibilities assigned from time to time.

Skills & Attributes:
•    A minimum of 2-5 years of experience (Freight Forwarding Sales will be an added advantage).
•    Excellent knowledge of logistics including Air Import/Export and Ocean Import/Export.
•    Proven track record in sales, prospecting and developing accounts.
•    Knowledge of Windows based programs including Excel, Word, PowerPoint and principals of CMS (Customer Management System) is required.
•    Analytical with ability to conduct research and develop territory sales plans.
•    Proven success in gaining new business through prospecting.
•    Good presentation & business writing skills.
•    Solid verbal communication and an aggressive drive as well as commitment to develop and grow a client base.
•    Ability to interact effectively with internal and external contacts at all levels.
•    Self-motivated individual with a high level of enthusiasm.
•    Ability to think strategically and demonstrates strong problem-solving capabilities.
•    Knowledge of supply chain management and knowledge of the transportation and logistics industry.
•    Ability to use consultative selling to secure and maintain business.
•    Must understand impact of revenue on the profit and loss statement.

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