Direct Transport Sales

Description:

To manage an airfreight trade lane between two geographies in accordance with agreed upon air freight lane. In addition, support local

sales targets and develop local business relationship for new customers relevant to the trade lane community to grow the trade lan e with the

existing customer base.

Responsible for:

Client Strategy and planning
 

• Acquire new airfreight customers relevant to the specific trade lane
• Support local sales community to expand portfolio with existing customer base with lane expertise
• Plan and perform regular sales visits to develop business on the trade lane.
   

Manage
 

• Maintain an overview of the customers business within the tradelane
• Identify and win opportunities relevant to Airfreight product direction setting
• Continuously monitor the trade lane performance and identify the major
   

competitors on the trade lane.
 

• Provide management with trade lane reports, competitor activity/wins and statistics/measures on volumes/revenues, statistics of shipments, etc. Responsible for market intelligence.
   

Define and deliver changes to business targets based on market/asset view
 

• Work with the Capacity / Campaign Manager function to formalize the commercial plans and ensure maximization of assets
   

Customer satisfaction
 

• Actively monitor local NPS across customer portfolio and drive local initiatives to improve customer satisfaction
   

Accountable for
 

• Volume (KG)
• Revenue (USD)
• Profit (GP)
• Product development (based on customer feedback)
   

Key Interdependencies

Internal Stakeholders:
 

• Sales support functions
• Customer Service
• Regional Product team
• Area Local products
   

External stakeholders:
 

• Local air carriers and logistics institutions
• Customers
   

Critical competencies
 

• Air Freight expertise
• Commercial skills
• Sales
• Negotiation