Outside Sales Freight Forwarding
Location: Hialeah, Florida
Posted: January 05, 2017
Reference ID: 352292064
The Outside Sales Representitive is responsible for growing the companys global third party logistics (3PL) business in an assigned territory, in accordance with corporate objectives (i.e. revenue & profit targets, product growth initiatives, etc.). The OSR serves as the main sales contact point for prospects and the sales account owner for customers assigned in their region. They must also find and develop qualified leads, then convert them through the sales process into prospects and customers.
The OSR is a highly motivated individual with a strong import/export ocean (NVOCC) and air
transportation skill set, capable of developing compelling value propositions that foster strong
relationships. Selling value added 3PL solutions, including customs brokerage, P.O./vendor
management, consolidation/CFS, warehousing & distribution is also critical for success
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Grows the companys global business/services in an assigned territory, in accordance
with corporate objectives (i.e. revenue & profit targets, product growth initiatives, etc.).
Serves as the main sales contact point for prospects and the sales account owner for
customers assigned in their region.
1. 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. The ideal sales pipeline will always be full
with a wide variety of account types, company sizes, diversified industries,
transactional vs. strategic business and services offered.
2. Engages prospects and customers to present the companys services, always
furthering relationships up the value continuum towards the advisory (value added
3. Performs regular (daily) visits to qualified prospects and customers, in accordance
with Managements directives, to drive the business and grow the companys
revenue, market share and profitability. Builds relationships at all levels and
represents the company in a professional manner, including making presentations.
4. Self manages various administrative aspects including:
Expense reporting in accordance with company's budget and travel policy.
Updates to customer relationship management (CRM) software and prepares/submits all required reports in an accurate and timely manner.
5. Achieves the annual growth targets (revenue, profit, volume) as defined in the sales planner.
Must be capable of closing business independently, although management team / corporate support are readily available.
6. Performs all other duties as assigned and requested by management.
EDUCATION AND EXPERIENCE:
Bachelor's degree (BA/BS) from four-year University, ideally with major/concentrations in business/marketing, logistics and/or supply chain management, or equivalent degree.
2+ years of related outside sales experience, with a demonstrable book of business
and strong shipper relationships in diversified industries.
Relevant (functionally specific) job knowledge and experience, including ocean
(NVOCC) & air freight, both import and export.
Ability to sell/represent the company other lines of business including customs brokerage, consolidation/CFS and related value added information services.
A unique combination of good interpersonal and communications/presentation skills,
both written and oral, coupled with a sharp business acumen and consultative sales
Must have outside sales experience in service industry.
Good working knowledge of freight forwarding services, including ocean (NVOCC) and air freight (import & export), consolidation, customs brokerage and related value added
information services., a plus.
The ability to sell solutions oriented 3PL products (PO/Vendor/cargo
management & origin services, warehousing/distribution, etc.) is a plus.