Sales Manager

DigiRecruitx; Mumbai; On-site; INR 900,000 - 1,300,000; Full time

Job summary

DigiRecruitx is seeking a results-driven Freight Forwarding Sales professional to build and manage client relationships in Mumbai. You will develop strategies, identify prospects, and close new and existing accounts across air and sea freight.

Experts will demonstrate strong knowledge of Incoterms, rates, and logistics solutions, while coordinating with operations to ensure timely shipments and customer satisfaction.

Qualifications

• Minimum hands-on experience in freight forwarding sales.
• Proven track record of generating new business for air and/or sea freight forwarding.
• Knowledge of international freight forwarding including air/sea, FCL/LCL, import/export shipments, and trade lanes.
• Experience with freight rates, quotations and incoterms.
• Strong network among importers/exporters and corporate logistics customers.
• Independent prospecting, meetings, quotations, negotiations, and closing.
• Ability to build and manage a sales pipeline to meet revenue targets.
• Excellent communication, negotiation, presentation, and client relationships skills.
• Field sales across Mumbai and surrounding markets.
• CRM, spreadsheets, presentations, email and sales reporting proficiency.
• Bachelor’s degree in related field; MBA advantageous.

Responsibilities

• Develop and execute sales strategies focused on freight forwarding services.
• Identify, prospect, qualify, and convert new B2B customers.
• Generate new business from importers, exporters, manufacturers, traders, distributors with international shipping needs.
• Develop a strong pipeline through cold calling, meetings, networking, market research and field visits.
• Understand customer requirements and recommend suitable freight solutions.
• Prepare and present competitive freight quotations and proposals.
• Coordinate with overseas agents, lines, CHA/customs and internal operations.
• Negotiate freight rates, credit terms and commercial conditions.
• Acquire new freight forwarding accounts and achieve sales targets.
• Manage existing key accounts and increase volumes.
• Maintain regular contact to understand shipments and future requirements.
• Work with operations and customer service to ensure smooth shipments.
• Track market rates and competitor activity.
• Maintain records in CRM.
• Prepare sales forecasts and pipeline updates.
• Represent the company at meetings and industry events.

Skills

Freight forwarding sales

New business development

B2B sales

CRM

Negotiation

Client relationships

Field sales

Communication

Market research

Quotations

Education

Bachelor’s degree in Business/Marketing/Logistics/International Trade

MBA or related logistics qualification

Tools

CRM systems

MS Excel

MS PowerPoint

Job description

Key Responsibilities

• Develop and execute sales strategies specifically focused on freight forwarding services, including Air Freight, Sea Freight, Import, Export, FCL, LCL, and associated logistics solutions.
• Identify, prospect, qualify, and convert new B2B customers requiring international freight forwarding services.
• Generate new business from importers, exporters, manufacturers, traders, distributors, and other companies with regular international shipping requirements.
• Develop a strong pipeline of potential customers through cold calling, client meetings, references, networking, market research, and regular field visits.
• Understand customer requirements related to origin, destination, shipment volume, mode of transport, Incoterms, transit time, and pricing and recommend suitable freight solutions.
• Prepare and present competitive freight quotations, rate proposals, and commercial offers for Air and Sea shipments.
• Coordinate with overseas agents, shipping lines, airlines, transporters, CHA/customs teams, and internal operations teams to obtain competitive freight rates and solutions.
• Negotiate freight rates, credit terms, and commercial conditions with customers while maintaining acceptable margins and profitability.
• Acquire new freight forwarding accounts and consistently achieve monthly and annual sales and revenue targets.
• Manage existing key accounts and increase business volumes through repeat shipments, cross-selling, and relationship development.
• Maintain regular contact with customers to understand upcoming shipments, trade lanes, volumes, and future logistics requirements.
• Work closely with operations and customer service teams to ensure smooth execution of shipments and timely resolution of customer concerns.
• Track market freight rates, shipping line and airline developments, competitor activities, and changing customer requirements.
• Maintain accurate records of sales calls, customer meetings, quotations, opportunities, shipment volumes, and sales pipelines in the CRM.
• Prepare regular sales forecasts, revenue reports, client acquisition reports, and pipeline updates for management.
• Represent the company during customer meetings, industry events, networking activities, logistics exhibitions, and other business development opportunities.

Required Skills and Qualifications

• Strong hands-on experience in Freight Forwarding Sales is required.
• Proven track record of generating new business for Air Freight and/or Sea Freight forwarding services.
• Strong understanding of international freight forwarding, including:
  • Air Freight
  • Sea Freight
  • FCL and LCL
  • Import and Export shipments
  • International trade lanes
  • Freight rates and quotations
  • Incoterms
  • Customs clearance and CHA coordination
  • Transportation and associated logistics services
• Existing relationships or a strong network among importers, exporters, manufacturers, traders, and corporate logistics customers will be highly preferred.
• Experience independently identifying prospects, meeting customers, preparing freight quotations, negotiating commercials, and closing business.
• Ability to develop and manage a strong sales pipeline and consistently achieve revenue and volume targets.
• Strong understanding of freight pricing, margins, carrier rates, and commercial negotiations.
• Excellent communication, negotiation, presentation, and client relationship management skills.
• Strong business development and account management capabilities with a customer-focused approach.
• Comfortable with regular field sales, customer meetings, and business development activities across Mumbai and surrounding markets.
• Proficiency in CRM systems, spreadsheets, presentations, email, and basic sales reporting tools.
• Bachelor’s degree in Business, Marketing, Logistics, Supply Chain, International Trade, or a related discipline preferred.
• MBA or professional qualification in Logistics, Supply Chain, or International Business will be an advantage.
• Strong organisational and time-management skills with the ability to manage multiple prospects and active customer accounts simultaneously.
• Ability to coordinate effectively with freight operations, pricing, documentation, customs clearance, finance, and customer service teams.
• Strong commitment to ethical sales practices, profitability, customer satisfaction, and long-term business relationships.