About Our Client
Our client is a leading global logistics provider, ranked among the Top 50 freight forwarders worldwide. With an international network spanning more than 26 countries and 80+ offices, complemented by an extensive agent network across 158 countries, the company provides comprehensive supply chain and logistics solutions to customers across a broad range of industries.
Its core services include Air Freight, Ocean Freight, land transport, contract logistics and project cargo. The company combines international capabilities with strong local market knowledge and places particular emphasis on service quality, long-term customer relationships and practical, innovative logistics solutions.
Sales Executive – Freight Forwarding
Position Overview
We are seeking an experienced and motivated Sales Executive to support the continued growth of our client's Air and Ocean Freight forwarding business in Japan.
The position has a clear focus on developing new business, identifying prospective customers and building new commercial relationships. It would suit someone who enjoys meeting customers, understanding their supply chain requirements and developing solutions that create long-term value.
The successful candidate will be proactive and comfortable approaching new customers, while taking a consultative and relationship-oriented approach to sales.
Key Responsibilities
- Develop New Business: Identify, approach and develop prospective mid-to-large customers requiring international Air and Ocean Freight solutions.
- Build Customer Relationships: Establish contact with prospective customers through telephone, email, networking, referrals and face-to-face meetings, developing relationships over time.
- Identify Market Opportunities: Maintain a strong understanding of market developments, trade lanes, customer requirements and competitor activity to identify new commercial opportunities.
- Manage the Sales Process: Take ownership of opportunities from initial customer contact through needs analysis, proposal development, commercial negotiation and successful handover to operations.
- Solution Selling: Understand customers' supply chains and logistics challenges and work with internal teams to develop appropriate Air, Ocean and multimodal solutions.
- Pipeline Management: Work closely with Air and Ocean Product and Pricing teams on rates, RFQs and customer proposals, while maintaining an accurate and active sales pipeline within the CRM.
- Internal Collaboration: Build effective relationships across operations, product and management teams to ensure that new customers receive a high standard of service following implementation.
Required Attributes & Competencies
- Proactive Commercial Mindset: Comfortable identifying and approaching prospective customers rather than relying solely on inbound opportunities.
- Relationship Building: Able to establish credibility and develop long-term relationships with customers and key decision-makers.
- Persistence: Comfortable with the realities of new-business development and able to maintain a consistent approach when opportunities take time to develop.
- Ownership: Takes responsibility for developing the sales pipeline, progressing opportunities and achieving agreed commercial objectives.
- Curiosity: Interested in understanding how customers' businesses and supply chains operate and where improved logistics solutions can add value.
- Communication: Confident communicating with prospective customers by telephone, email and face-to-face, including presenting solutions to senior stakeholders.
- Teamwork: Able to collaborate effectively with product, pricing and operational colleagues to develop competitive and sustainable customer solutions.
Qualifications & Experience
- Experience: Approximately 3–5+ years of sales or business development experience within international freight forwarding or the wider logistics industry.
- Product Knowledge: Good commercial understanding of international Air and/or Ocean Freight, including relevant market dynamics and Incoterms.
- Business Development: Demonstrated experience developing new customer relationships and contributing to revenue growth.
- Systems: Comfortable using CRM and other commercial systems to manage customer opportunities and sales activity.
- Travel: Willingness to travel as required to meet customers and develop new business.
The Opportunity
This is an opportunity to join an established international logistics organization with a strong global network while playing an important role in the continued development of its business in Japan.
The company is looking for someone who can combine new-business initiative with the relationship-building approach required to develop sustainable customer partnerships in the Japanese market.
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