• Manages relationship of a defined number of large and medium sized customers.
• Supports and drives growth of all products and services within the business, ensuring collaboration across all groups and divisions.
• Qualifying potential clients in terms of requirements (volumes, distribution areas, current providers, cargo types etc), submitting these to branch manager for consideration.
• Preparing proposals for Branch Managers approval.
• Monthly review of unprofitable customers, plan to address and rectify.
• Identify and record upsell opportunities.
• Ensures that activities are aligned with branch/regional strategies.
• Meet expected targets by maintaining a healthy pipeline, good contractual performance and proactive thinking.
• Work on customer initiatives and implement customer workflow processes as required.
• Collects relevant customer information and prepares documents for customer implementation to ensure proper operational handover and implementation to meet customer expectations (SLA's & SOP's).
• Identify service issues, addressed with operations, escalation process followed where agreed with manager.
• Scheduling client meetings in accordance with the KPI set out by management.
• Formally presenting the business proposal.
• Conducting follow-up and progress calls.
• Obtaining client proposal acceptances.
• Preparing / submitting weekly call planners to the branch manager.
• Gathering market intelligence / information in terms of freight service opportunities, competitor activities and reports, accordingly.
• Initiate credit applications and submit for approval to Accounts at H/O.
• Liaise with Debtors and ensure issues are relayed and dealt with timeously.
• Manage and finalise annual rate negotiations in conjunction with the relevant Branch Manager.
• Client Entertainment - number of client entertainment sessions & plan for the month per quarter / reason for client entertainment - as per monthly budget.
• 15 External and 5 Telephone Calls per week.
• Follow-up on quotations weekly.
• Call planners with agenda stats for new week to be done every Friday and shared with branch and national sales manager.
• Issue Resolutions - 72 hrs.
• Initiate credit applications to those not yet on account and submit for approval to Accounts at H/O.
• Ensuring that company policies and procedures are always adhered to in respect of pricing and discounts of rates and tariffs.
• Ensuring that monthly reporting deadlines are always met, and that any delays are advised to the relevant parties timeously before the deadline is missed.
• Monthly review of up/down trade to identify via the lost and gained reports monthly with suggested action and implementing corrective action on down trade.
• Obtain, analyse and report on business performance of the clients and identify initiatives that will improve business results.
• SOP’s/workflow processes, to be implemented and Quartley business reviews to take place using BI stats and relevant KPI information.
• Implement and manage ad-hoc changes and annual reviews of contracts, terms & conditions, rates & service agreements for applicable clients.
• Schedule weekly, monthly or quarterly meetings with the client as required to ensure client visit expectations are met.
• Call reports via Unity to be updated on a weekly basis and within 48 hours of client visit.
• Monthly KPI reporting client specific.
• Special rate negotiations to be documented and finalized within 12 hours after completion.
• Lost / New business report for regions / sales teams
• Sales Visits - 15 calls per week.
• Gathering market intelligence / opportunities & competitor activity.
• Handling customer complaints & problems by taking corrective action.
• Tradelane team support (Strategic focus).
• Organizational cohesion initiatives: communication focus.
• ZACPAK CFS Tours and training.
• Cross selling Air, Road, final mile and CFS product.
• Branch managers weekly check in.

• Must have Grade 12.
• Must have a Bachelor's Degree (BCom) or Diploma (NQF Level 5) in Supply Chain Management, Logistics, Freight, or Transportation.
• Must have approximately 7–10 years' experience in a freight-related environment.
• Must have 5–10 years' experience in a sales, customer service, or key account management role.
• Must have 3–5 years' operational experience and understanding within the freight environment.
• Must have a thorough understanding of ocean freight operations and sales processes.
• Must have experience working with a freight management system or a similar system.
• Must have an in-depth understanding of freight transportation operations, processes, methods, and practices.
• Must have a general understanding of sales and marketing processes and practices.
• Must have advanced proficiency in Microsoft Word, Excel, PowerPoint, and Outlook.
• Must have a broad understanding of organisational disciplines, systems, and functions, including Finance, HR, IT, Sales, and Marketing.
• Must have an in-depth knowledge of the company's Standard Trading Conditions (STC's) and insurance procedures.