Leads regional sales strategy and a sales team for freight forwarding and logistics services. Responsibilities include developing pipelines, winning new business, managing strategic accounts, forecasting revenue, negotiating commercial terms, coordinating complex proposals, monitoring pricing and margins, and ensuring CRM accuracy. The role requires strong logistics industry knowledge, consultative selling expertise, financial judgment, and cross-functional leadership. Domestic and international travel is required as business needs dictate.
Crane Worldwide Logistics is a leader in supply chain solutions with over 130 locations across 30 countries providing individual services that address our client's logistics challenges.
Essential Job Functions:
- Develop and execute regional sales plans aligned with company growth and profitability objectives.
- Lead, coach, and develop sales professionals, including establishing goals, reviewing performance and supporting professional development.
- Achieve assigned revenue, gross-profit, customer-retention, and new-business targets.
- Build and maintain a qualified sales pipeline using the company’s CRM system.
- Identify, pursue and secure new customers across freight forwarding and logistics services.
- Support strategic, regional, global, and key-account development.
- Build relationships with senior customer decision-makers and expand engagement across customer organizations.
- Conduct regular pipeline, forecast, account, and performance reviews.
- Lead customer presentations, business reviews, solution-development meetings, and commercial negotiations.
- Coordinate responses to RFIs, RFQs, and RFPs with pricing, operations, product, and account-management teams.
- Review market conditions, customer needs, competitor activity, and trade-lane opportunities.
- Work with operational teams to confirm proposed solutions are commercially viable and can be delivered consistently.
- Monitor account performance, pricing, margins, service quality, and payment status.
- Promote CRM accuracy by ensuring opportunities, meeting notes, activities, and forecasts are current.
- Represent the company at customer meetings, industry events, trade associations, and conferences.
- Ensure compliance with company policies, contractual requirements, and applicable regulations.
- Travel domestically and internationally as business needs require.
- Perform other duties as assigned.
Skills and Abilities:
- Strong knowledge of international freight forwarding, transportation, and supply-chain services.
- Demonstrated knowledge of consultative selling, solution development, and commercial negotiation.
- Ability to lead teams and influence stakeholders across functions and regions.
- Strong financial and commercial judgment, including pricing, margin, and yield management.
- Excellent presentation, written communication, and interpersonal skills.
- Strong analytical, forecasting, planning, and problem-solving abilities.
- Proficiency with CRM platforms and Microsoft Office applications.
- Ability to manage competing priorities and meet deadlines in a fast-paced environment.
- Strong customer-service orientation and sense of urgency.
- Ability to work independently while building collaborative internal and external relationships.
Education and Experience:
- Bachelor’s degree in business, logistics, supply-chain management, or a related field preferred.
- 10 or more years of successful sales, business-development, account-management, or commercial experience in freight forwarding, logistics, or transportation.
- Three or more years of sales leadership or people-management experience preferred.
- Demonstrated record of meeting revenue and profitability targets.
- Experience selling international air and ocean freight services strongly preferred.
- Experience with strategic accounts, complex proposals, and CRM-based pipeline management required.
Disclaimer:
The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.
Recruitment Agency Policy
At Crane Worldwide Logistics we manage all hiring directly and do not accept unsolicited CVs or candidate profiles from recruitment agencies or search firms. Agencies must not contact our employees or managers directly with candidate details.
Where recruitment support is required, we will engage trusted partners through a formal written agreement. We will not be liable for be liable for any associated placement fees for any CVs received without such an agreement.
We appreciate your cooperation in respecting this policy.
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