Senior Field Sales Executive - Freight Forwarding

Job Title: Senior Field Sales Executive

Reports To: Commercial Manager

Location: Nairobi, Kenya

Employment Type: Full-Time

1. JOB PURPOSE

• To drive revenue growth by identifying and acquiring new customers, managing existing client relationships, expanding market coverage, and achieving sales targets through regular field visits and effective sales strategies.

2. KEY RESPONSIBILITIES

• Identify and acquire new customers through field visits, networking, referrals, and direct prospecting.
• Develop and maintain a strong sales pipeline.
• Conduct regular visits to prospective and existing customers.
• Promote LCL, FCL, airfreight, customs clearance, transportation, and other logistics services.
• Prepare and follow up quotations to convert prospects into customers.
• Achieve agreed monthly, quarterly, and annual sales and gross profit targets.
• Develop existing customer accounts and identify cross-selling opportunities.
• Negotiate competitive and profitable rates with customers.
• Maintain strong relationships with key customers and decision-makers.
• Prepare customer visit reports and provide regular sales activity reports.
• Provide accurate sales forecasts and market feedback to Management.
• Work closely with Pricing, Operations, Finance, and Customer Service to ensure smooth customer onboarding and service delivery.
• Support collection of outstanding customer balances within assigned accounts.
• Monitor customer payment behaviour and escalate credit risks promptly.
• Maintain accurate records of prospects, quotations, customer visits, and business won.
• Represent the company professionally in customer meetings and industry events.
• Maintain confidentiality and protect the company's commercial interests and reputation.

3. KEY PERFORMANCE INDICATORS

• New customers acquired and activated.
• Monthly and annual gross profit generated.
• Sales revenue generated.
• Number and quality of customer visits.
• Number and value of quotations issued.
• Conversion of quotations into business.
• New LCL, FCL, and airfreight business secured.
• Growth of existing customer accounts.
• Sales pipeline value.
• Customer retention and repeat business.
• Collection performance of assigned accounts.
• Timely submission of sales and customer visit reports.

Requirements

4. QUALIFICATIONS & EXPERIENCE

• Bachelor's Degree in Sales & Marketing, Business Administration, Logistics, Supply Chain Management, or a related field.
• 3–5 years' experience in sales in freight forwarding, logistics, shipping, clearing and forwarding, or a related B2B environment.
• Proven experience in field sales and new customer acquisition.
• Good understanding of LCL, FCL, airfreight, customs clearance, and logistics services.
• Proven ability to meet sales targets and convert prospects into customers.

5. KEY SKILLS & COMPETENCIES

• Strong sales and business development skills.
• Excellent communication, negotiation, and closing skills.
• Strong customer relationship management.
• Good commercial and profitability awareness.
• Strong networking and prospecting ability.
• Self-driven and results-oriented.
• Good planning and time management.
• Strong follow-up and reporting skills.
• Ability to work independently and as part of a team.
• High level of professionalism, integrity, and accountability.

Benefits

BENEFITS

• Medical Cover: Company-provided medical cover.
• Monthly Airtime: Company-provided monthly airtime for official business communication.
• Sales Incentive/Commission: Performance-based sales incentive/commission in accordance with the company's approved incentive structure. Targets, qualifying criteria, commission rates, and payment terms will be communicated separately by Management.