Sales Agent

Job Description

Job Description

The Cargo Solutions Sales Representative is responsible for developing new business, expanding existing customer relationships, and driving revenue growth by offering comprehensive logistics and cargo solutions tailored to customers’ transportation and supply chain needs.

This position takes a solutions-based approach to selling , leveraging the company’s portfolio of services—including air freight, ocean freight, ground transportation, warehousing, distribution, cold chain, and other value-added logistics services—to create integrated solutions for customers.

The Cargo Solutions Sales Representative will prospect for new business, identify customer needs, develop commercial opportunities, prepare and present proposals, negotiate pricing, and work closely with Operations, Pricing, and other internal teams to ensure successful implementation and ongoing customer satisfaction.

Duties and Responsibilities

1. Identify, prospect, and develop new customers and business opportunities within targeted industries, commodities, and markets.
2. Manage the complete sales cycle from initial prospecting and qualification through proposal development, negotiation, closing, implementation, and ongoing account development.
3. Develop a thorough understanding of each customer's transportation, logistics, and supply chain requirements and recommend solutions that address their operational and commercial needs.
4. Promote and sell the company's complete portfolio of cargo and logistics services, including:
   • Air freight
   • Ocean freight
   • Ground transportation
   • Warehousing and distribution
   • Cold chain and temperature-controlled logistics
   • Import and export services
   • Special projects and customized transportation solutions
5. Identify opportunities to cross-sell and bundle multiple services to maximize revenue, customer retention, and the overall value of each account.
6. Develop and maintain a strong pipeline of qualified sales opportunities and actively manage prospects through the sales process.
7. Meet or exceed established sales objectives, including revenue, gross profit, new customer acquisition, customer retention, and other assigned KPIs.
8. Prepare and present professional sales proposals, quotations, presentations, and customized logistics solutions.
9. Work closely with the Pricing and Procurement teams to obtain competitive rates and develop commercially viable proposals that meet customer requirements and company profitability objectives.
10. Negotiate rates, service terms, and commercial conditions within established company guidelines and approval authorities.
11. Coordinate with Operations to ensure that proposed solutions are operationally feasible and that new accounts are transitioned successfully from sales to execution.
12. Develop and maintain strong relationships with customers, carriers, agents, vendors, and other strategic business partners.
13. Conduct regular customer meetings and business reviews to evaluate service performance, identify additional opportunities, and strengthen customer relationships.
14. Monitor customer activity, shipment volumes, revenue, profitability, and overall account performance.
15. Identify opportunities to recover inactive accounts, increase business from existing customers, and expand the company's share of wallet.
16. Maintain accurate and timely records of customer contacts, opportunities, quotations, sales activities, and pipeline status in the company's CRM or designated sales management system.
17. Monitor market conditions, competitor activity, customer trends, transportation rates, and industry developments to identify new commercial opportunities.
18. Represent the company professionally at customer meetings, industry events, trade shows, networking activities, and other business development opportunities.
19. Collaborate with other sales and business development personnel across the organization to identify opportunities where multiple company services can be combined into comprehensive customer solutions.
20. Provide management with regular sales forecasts, pipeline reports, account updates, competitive intelligence, and other commercial information as requested.
21. Ensure that all sales activities comply with company policies, pricing guidelines, contractual requirements, and applicable transportation and regulatory requirements.
22. Perform other related duties and commercial projects as assigned.

Qualifications

• Bachelor's degree in Business Administration, Logistics, Supply Chain Management, International Business, or a related field preferred.
• Minimum of 3–5 years of sales or business development experience within freight forwarding, air cargo, transportation, logistics, or supply chain services preferred.
• Demonstrated ability to develop new business and manage a B2B sales pipeline.
• Knowledge of air freight, ocean freight, trucking, warehousing, and integrated
• Existing relationships within the cargo, freight forwarding, or logistics industry are highly desirable.
• Experience selling multiple transportation services or customized logistics solutions is preferred.

Knowledge, Skills and Abilities

• Strong consultative and solutions-based selling skills.
• Excellent prospecting, negotiation, presentation, and closing abilities.
• Strong commercial and financial awareness, including an understanding of pricing, margins, and profitability.
• Ability to understand complex customer requirements and translate them into practical logistics solutions.
• Excellent verbal and written communication skills.
• Self-motivated, results-oriented, and comfortable working toward measurable sales targets.
• Strong organizational and time-management abilities.
• Ability to collaborate effectively with Sales, Pricing, Operations, Finance, and other departments.
• Ability to manage multiple customers and opportunities simultaneously in a fast-paced environment.
• Bilingual English/Spanish skills are preferred.