Background of Company
The company is a global Freight & Project forwarding and commodities warehousing company including logistics business. Active in more than 30 countries, we offer complete logistics, storage and supply chain solutions, tailor-made to our customer requirements for various commodities including metals and minerals, soft commodities, chemicals, renewables, oil & gas, project and general cargo. We are an approved warehouse keeper of the London Metal Exchange (LME) and Chicago Mercantile Exchange (CME), and we provide warehousing and associated logistics and value-added service to traders, producers, financiers and consumers of non-ferrous and ferrous metals, ferroalloys and minor metals etc. Our worldwide offices and operations span across Africa, Asia Pacific, Europe & Middle East, and US. Each region operating in semi-autonomous offices with their own corporate functions including Commercial, Finance, HR, Compliance, Legal, Customer Service, and Operations.
Purposes of the position
- Manage and lead the Freight and Project Forwarding business to develop and execute the commercial strategy for Malaysia in order to expand the freight and project cargo business
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The desk works closely with existing freight procurement, vendor management and Sales as well as Commercial Account Management covering AW Network, SEA offices and Key Clients
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A highly motivated individual with the relevant skill sets, capable of developing compelling value propositions that foster strong relationships, managing and selling all the company's Freight business and services (in line with Freight and Project Forwarding budget revenues, commercial plans and targets, etc.).
Responsibilities and Accountabilities
- Manage an assigned geographical sales area to maximize sales revenue and meet relevant sales targets
- Develop and implement commercial strategy
- Responsible for reaching own individual sales target as well as that of the team being managed as per targets, with ongoing weekly commercial calls regionally
- Strengthen the existing Commercial Freight & Project Forwarding Team to increase sales conversion rate and improve commercial processes
- Implement required infrastructure for IATA, FIATA and other clearing and forwarding related accreditations, memberships and associations.
- New Business development dedicating time to own sales activities including engaging prospects and customers to present and sell the company’s services, always furthering relationships to grow and expand the company’s business Focus on the company’s existing target sectors as well as new sectors that is in line with company strategy
- Manage Malaysia Freight & Project Forwarding business and broaden network of vendors and relationships aligned with products, markets and trade-flow
- Collaborate with Commercial Key Account Management of our SEA network including quotation handling, sourcing of services and rates as well as PnL management not limited to sea freight (Vessel/Part Charter/LCL/FCL), air freight shipment and inland trucking
- Maintain customer satisfaction meeting customer’s requirements with a reasonable response-time, rate competitiveness and validity periods
- Build relationships at all levels and represents the company professionally, including making presentations and attending networking events
- Provide management reporting including business reviews, sales planning, meetings and visit reports, etc.
- Other duties may be assigned from time to time.
- Ensure compliance with the company's Policies
Requirements
- Possess deep and comprehensive understanding of freight and chartering business and different modes of international shipping and logistics
- Diploma or degree in business administration, logistics or a related field
- Minimum 10 years commercial management and sales experience in a Freight Forwarding/ NVOCC/ Chartering environment, with a minimum of 5 years in managerial capacity
- Result oriented with strong ability to prioritize tasks in order to achieve assigned sales target
- Resourceful with excellent commercial and entrepreneurial flair are critical to the success of this role
- Proven ability to hands-on with cross-functional and multicultural stakeholders in different time zone
- Self-driven, creative with positive working attitude
- An accomplished self-starter who can hands-on/lead the whole cycle of commercial process from acquisition to fulfillment
- Good leadership and influencing skills with a collaborative work style, fostering cooperation and teamwork
- Effective negotiation and conflict resolution skills
- Ability to work effectively in a fast-paced working environment
- Ability to travel regularly locally and regionally when required and on short notice
- Existing business pipelines and connections will be a plus
- OOG/ Project cargo experience is an added advantage
Benefits
- Hybrid & flexible working arrangements
- Great career progression opportunities & cross-regional exposures
- Medical & dental benefits
- Company insurance
- Petrol card and seasoned parking coverage