Job Description

It's more than a job
When you work in Freight Logistics and Operations at Kuehne+Nagel, you play a key role in optimising processes and ensuring that inventory and shipments move efficiently. But that is not all. Your work also helps ensure that vital medicines reach patients on time and supports other essential deliveries, from wind turbines to semiconductors. At Kuehne+Nagel, our contribution counts in more ways than we imagine.
?
A pivotal salesperson in the Air sales channel, plays a vital role in driving our organization's growth. Their primary focus lies in developing medium-sized accounts, nurturing opportunities, and strengthening relationships to achieve successful business conversions. Main mission is hunting new business, although farming components might be part of the overall portfolio.
Your portfolio will consist of accounts with significant potential in air logistics. However, it's also essential to remain attentive to cross business unit selling opportunities as they arise.
How you create impact
Hunting New Business

• Sales Representative's primary mission involves actively seeking out and acquiring new business opportunities. This includes identifying potential clients, prospecting, and initiating contact with leads.
• They should be adept at cold calling, networking, referrals, and other lead generation activities.

Relationship Management

• Sales Representative focuses on nurturing and growing existing medium-sized accounts within their portfolio. This involves understanding client needs, providing tailored solutions, and ensuring customer satisfaction.
• They collaborate with clients to identify growth opportunities, upsell products or services, and maintain long-term relationships.
• Building strong relationships with clients is crucial. Sales Representative should actively engage with key stakeholders, understand their pain points, and address any concerns.
• Regular communication, follow-ups, and personalized attention contribute to successful relationship-building.
• While hunting new business is essential, Sales Representativeshould also pay attention to existing accounts (farming). This means maximizing revenue from current clients by identifying cross-selling or upselling opportunities.
• They should proactively explore ways to expand business within their existing portfolio.
• Identification of customers stakeholders, executives, managers, and decision-makers and influencers. Sales Representative should identify key stakeholders within the company who can influence purchasing decisions.

Corelog, Visibility and engagement management

• Sales Representative should actively collaborate with colleagues making use of different ways to provide visibility of the opportunities they are developing. Early engagement is key, and visibility supports engagement from other stakeholders during the sales cycle.
• Work in advance towards RFQs and tenders. Follow guidelines sales guidelines making sure to accomplish with tender phases and KPIs are met.
• Ensure the CoreLog data for customers under your responsibility remains accurate and high-quality. This involves mapping stakeholders, gathering account intelligence, and tracking RFQ phases according to the sales guidelines.

Pipeline Management

• Participate in pipeline discussions, bringing attention the opportunities and proposing actions to increase the likelihood of business conversion.
• Managing your accounts in way to provide meaningful and clear information and supporting on strategy definition for RFQs and Tenders.

What we would like you to bring

• Business Acumen: A deep understanding of business development is crucial. Sales Representative must identify growth opportunities, build relationships, and drive revenue. Analytical thinking and strategic planning skills are valuable for assessing market trends and making informed decisions.
• Communication Skills: Sales Representative interacts with various stakeholders, including team members, clients, and senior management. Effective communication is vital. Clear, concise, and persuasive communication helps convey expectations, goals, and strategies. Ability to do presentations and explain solutions are important.
• Industry Knowledge: Familiarity with the air logistics industry is crucial. Understanding market trends, regulations, and industry challenges helps in effective client communication.
• Relationship Building: Building and maintaining strong relationships with clients is vital. Sales Representative should be personable, empathetic, and a good listener. Trust and rapport lead to successful long-term partnerships.
• Team Collaboration: Collaborating with colleagues, cross-functional teams, and management is essential.
• Sharing insights, aligning strategies, and leveraging internal networks contribute to success.
• Resilience and Persistence: Sales can be challenging. Sales Representative should handle rejection, setbacks, and pressure with resilience. Perseverance in pursuing leads and overcoming obstacles is critical.
• Analytical Skills: Sales Representative must analyze data related to accounts, sales pipelines, and performance metrics.
• Ethical Conduct: Upholding ethical standards is critical. Sales Representative represents the company and must maintain integrity in all interactions.
• Minimum 3 years working experience in freight forwarding sales.

What's in it for you
Global Industry Leader - Work for one of the top logistics and supply chain companies worldwide, offering stability and international reach.
Career Growth Opportunities - Access to strong internal development programs, training, and global mobility.
Diverse & Inclusive Culture - Collaborate with teams across the globe in a supportive and multicultural environment.
Innovative & Future-Focused - Be part of a company investing in sustainability, digitalization, and green logistics.
Competitive Benefits - Enjoy attractive compensation, flexible working options, and comprehensive benefits packages.
Who we are
Logistics shapes everyday life - from the goods we consume to the healthcare we rely on. At Kuehne+Nagel, your work goes beyond logistics; it enables both ordinary and special moments in the lives of people around the world.
As a global leader with a strong heritage and a vision to move the world forward, we offer a safe, stable environment where your career can make a real difference. Whether we help deliver life-saving medicines, develop sustainable transportation solutions or support our local communities, your career will contribute to more than you can imagine.
We kindly advise that placement agencies refrain from submitting unsolicited profiles. Any submissions of candidates without prior signed agreement will be considered our property and no fees will be paid.

Skills Required