Job Overview:The Head of Sales is responsible for leading the company’s sales efforts by developing and executing sales strategies that drive revenue growth and achieve organizational goals. This role requires a deep understanding of international air freight, freight forwarding, cross-border e-commerce, and international courier services. Key Responsibilities:
1. Develop and Implement Sales Strategies:- Create and implement comprehensive sales strategies aligned with the company's OKRs.- Focus on growing the China E-commerce logistics business and cargo freight forwarding services.- Maintain relationships with existing cross boarder Ecom marketplace and cargo customers, while identifying new business opportunities and markets.- Analyze market data, trends, and competition to adjust strategies and increase revenue.
2. Set Sales Targets and Monitor Performance:- Establish clear and measurable sales targets for the team and monitor progress toward achieving these goals.- Regularly analyze sales data, identify performance gaps, and make necessary adjustments to strategies.- Provide ongoing feedback and performance evaluations to the sales team to ensure continuous improvement.
3. Lead, Manage, and Motivate the Sales Team:- Lead the recruitment, training, and development of the sales team, ensuring they have the skills to meet business objectives.- Foster a positive, team-oriented environment that encourages collaboration, innovation, and the achievement of individual and collective goals.- Provide coaching, support, and motivation to team members to help them exceed sales targets.
4. Manage Customer Account Receivable:- Oversee the process of customer payment collections, ensuring timely invoicing and receivables.- Work closely with the finance team to follow up on outstanding payments and resolve any payment-related issues.- Ensure customer accounts are managed efficiently, maintaining positive relationships while securing timely payments.
5. Provide Customized Logistics Solutions:- Work closely with customers to understand their specific air freight needs and provide tailored logistics solutions.- Collaborate with internal teams, including Solutioning, Operations, Revenue Management, and Network Planning, to create and deliver commercial proposals that meet client requirements.- Support the development and standardization of logistics products to enhance service offerings and improve efficiency.
6. Build and Maintain Strong Customer Relationships:- Develop and nurture strong relationships with key clients by understanding their needs, addressing concerns, and providing tailored solutions.- Deliver high-quality customer service and ensure customer satisfaction and long-term business growth.- Work closely with customers to present proposals, negotiate contracts, and ensure successful deal closure.
7. Analyze Market Trends and Competitor Activity:- Stay updated on industry trends, competitor activities, and market conditions that impact the business, particularly in the logistics, air cargo, freight forwarding, and cross-border e-commerce sectors.- Use this knowledge to adjust sales strategies and make data-driven decisions to stay competitive in the market.- Continuously conduct market research to identify potential opportunities and threats.8. Collaborate Across Departments:- Work closely with cross-functional teams, including Marketing, Solutions, Operations, Revenue Management, Network Planning, Air Partners, and Customer Success, to ensure cohesive execution of sales strategies.- Share market insights, customer feedback, and competitive data to align sales goals with overall business objectives.Job Requirements:
1. Bachelor’s degree in Logistics Management, Supply Chain Management, International Trade, or a related field (MBA preferred).
2. More than 8 years of experience in air logistics, with at least 5 years in a leadership role, preferably in the logistics, air cargo, freight forwarding, or cross-border e-commerce sectors.
3. Proven track record of achieving sales targets and driving revenue growth.Familiarity with key cross boarder Ecom Marketplace and airlines
4. Strong ability to develop customized air freight solutions based on client requirements.
5. Excellent leadership, communication, and team management skills.Ability to analyze market trends, data, and customer behaviors to create actionable sales strategies.
6. Strong negotiation, presentation, and relationship-building skills.
职能类别：总监/部门经理 关键字：销售管理5年以上管理经验有大中型公司管理经验管理10人以上团队航空货运跨境电商