Assistant Sales Manager / Sales Manager

Element

Territory & Account Strategy

• Develop a sector-based territory plan (e.g., general trading, retail/e-commerce, industrial, FMCG, auto parts; cold chain if applicable) with clear positioning, target lists, contact maps, and quarterly growth objectives.
• Maintain an always-current Top-50 target universe with buying-center mapping, stakeholder roles, and access strategies.

Demand Generation & Pipeline Development

• Run a disciplined prospecting rhythm across referrals, field visits, associations/events, and targeted outbound (phone, email, LinkedIn).
• Qualify opportunities rigorously volumes, lanes, commodity profile, seasonality, decision process, incumbent/competitor footprint, risk, and potential margin.

Consultative Sales & Solution Architecture

• Lead discovery to quantify logistics pain points and hidden costs (e.g., dwell, exception handling), define outcomes, and shape scope.
• Build end-to-end solutions that combine freight, customs, warehousing, distribution, and last-mile with clear SLAs, KPIs, and escalation paths.
• Prepare precise proposals covering scope, assumptions, transit times, surcharges and validity, implementation plan, and exception management.

Pricing, Margin Protection & Commercial Governance

• Coordinate with Pricing/Procurement to secure carrier/co-loader/agent rates; construct margin-positive offers with guardrails and give-gets.
• Support commercial due diligence credit assessment, contract terms, and documentation accuracy to reduce exposure and disputes.

Opportunity Management, Forecasting & CRM Discipline

• Maintain a stage-based pipeline with next actions, owners, and dates; ensure complete activity notes, contacts, and decision history.
• Submit weekly forecasts (upside/base/commit) and structured win/loss analysis to inform pricing, positioning, and capacity strategy.

Implementation & Customer Success

• Lead internal kick-off to Operations with signed SOW, SOPs, routing guides, documentation checklist, and escalation matrix.
• Oversee the first cycles of execution to ensure booking/document accuracy, proactive ETA communication, service recovery, and lessons learned.
• Conduct QBRs; expand adoption across lanes/services (e.g., adding customs, warehousing, or last-mile) based on delivered value.

Partner & Carrier Ecosystem Management

• Build working relationships with airlines, shipping lines, feeders, co-loaders, last-mile partners, and overseas agents to secure capacity and preferential terms during peak.
• Share structured market intelligence (capacity trends, rate movements, competitor programs, regulatory changes) with leadership.

People Leadership (Sales Manager band)

• Coach and develop junior sellers on discovery depth, pricing logic, proposal quality, and deal strategy.
• Lead complex RFQs/bids and cross-functional reviews; co-author vertical playbooks and case repositories.