Sales Manager – Freight Division

KEY RESPONSIBILITIES

A. Sales Strategy & Business Development

• Develop and execute a structured monthly and quarterly sales plan aligned with SHAL’s GP targets.

• Identify and convert new accounts across manufacturing, trading, retail, and project-based industries.

• Manage both inbound and outbound freight sales across sea and air modes.

• Actively pursue FCL, LCL, consolidated cargo, and air express opportunities.

• Monitor market trends, competitor pricing, and trade lane developments to adjust strategy accordingly.

B. Team Leadership & Supervision

• Directly supervise 2x Sales Executives – assign targets, review performance, provide daily coaching.

• Conduct weekly team sales meetings and monthly performance reviews.

• Ensure all sales executives maintain structured visit logs, call reports, and CRM updates.

• Mentor junior executives to develop product knowledge, negotiation skills, and customer handling.

C. Customer Relationship Management

• Manage and grow a portfolio of key accounts – ensure high retention and wallet share expansion.

• Conduct regular client visits, rate presentations, and service reviews with key customers.

• Handle customer escalations, service failure recovery, and commercial negotiations.

• Coordinate with operations, pricing, and HODs to ensure competitive and accurate quotations.

D. Revenue & GP Management

• Own monthly GP targets for the sales team – track, report, and close gaps proactively.

• Submit weekly GP pipeline reports and monthly forecast to HODs.

• Ensure all rates quoted are aligned with cost structures and profitability thresholds.

• Work closely with Finance on credit control, overdue accounts, and new customer credit assessments.

E. Reporting & Coordination

• Prepare and present monthly sales performance reports to HODs.

• Coordinate with operations for shipment execution, documentation, and customer delivery commitments.

• Participate in HOD meetings and contribute to divisional planning sessions.

Qualifications

• Diploma or Degree in Logistics, Supply Chain, Business, or related field.

• Minimum 4–6 years of experience in freight forwarding sales (sea and/or air).

• Proven track record of achieving and exceeding sales/GP targets.

Knowledge & Skills

• Strong understanding of FCL, LCL, air freight, and multimodal freight products.

• Knowledge of trade lanes: China, Europe, USA, Southeast Asia.

• Excellent negotiation, presentation, and communication skills.

• Ability to manage and coach a sales team effectively.

• Proficient in MS Office; experience with freight TMS or CRM tools is advantageous.

• Bilingual: English and Bahasa Melayu (Mandarin is an added advantage).

Personal Attributes

• Self-motivated, results-driven, and commercially aggressive.

• Strong interpersonal skills – able to build trust with customers and cross-functional teams.

• Well-organised with strong time management and prioritisation skills.

• Adaptable to fast-paced, dynamic freight market conditions.