Territory Sales Manager

35000.00 - 55000.00 GBP Annual
10 Jun 2021
11 Jun 2021
Sales, Sales Manager
Contract Type
Full Time
Headford are working with a leading Global Freight Forwarder who are looking for a Territory Sales Manager.

The main activities are customer facing. The role requires the ability to be able to find and close business wins through identifying, qualifying, communicating, building rapport, designing solutions, presenting solutions and handling objections.

In addition, a key skill will be the ability to question customers in a way that facilitates information that the business can then use in order to gain valuable insight, resulting in business wins.

A positive mind-set is key. Each opportunity and challenge will require positivity, tenacity, courage and resilience.

The Role

The Sales Manager will be required to work closely with Branch Management and Local Branch/Ops to deliver;

* A transparent and accurate pipeline which is of sufficient size to ensure targets are met, focused on High Value Targets

* Reporting on all activity and performance to internal stakeholders

* Ensure good working relationships are established at all levels with stakeholders and departments, to include Sales, Air/Ocean Product Management, Branch Operations, Customer Experience, Finance, Procurement, Logistics and senior management. Involving these areas is crucial to the success of the business as it is quite usual for a number of stakeholders to be involved in winning and securing new business. Use of 'Deal Clinics' for larger opportunities is also vital.

* Work closely with Trade Lane, Inside Sales, and Business Development to strengthen the overall Sales team effort.

* Regularly source information for sales management on opportunities, must wins, activity and other reports.


* Identify prospective opportunities

* Qualify the opportunity and "sell" it internally

* Engage the right stakeholders in the business for support

* Build rapport to develop a strong relationship with the customer

* Prepare the solution with full commercial engagement and awareness

* Present the solution to the customer, building value and handling objection

* Close the deal, involving implementation and branch teams to ensure a seamless process

* Manage the commercial relationship to maximise share of wallet

Skills, Experience and Qualifications:

* Ideally the TSM will have worked before in a competitive selling environment, within the shipping, freight forwarding and logistics industry. However, consideration would most definitely be given to those that can demonstrate a strong operational or commercial background and the right skillset to be successful in Sales.

* Solid operational knowledge of Air and Ocean freight is desired.

* Understanding of local market, industries, contacts, and decision makers within freight and logistics procurement is desired but not essential.

* An excellent communicator with strong commercial sense and understanding.

Please contact Michaela if you are interested in this position