The Cross Border Commercial team’s objective is to price, strategize and manage all cross border products and customized solutions to support various sales channels in growing market share and business
Reporting to Cross Border Head of Commercial, the role exists to launch and grow our Southeast Asia freight forwarding B2B business segment including but not limited to pioneering sales process flow, defining & executing go-to-market strategy and ensuring product relevance in B2B segment
B2B Freighting forwarding is a new product vertical which seeks to serve freight forwarding needs of Southeast Asian trade/retail/wholesale businesses. The team will work closely with Southeast Asia Sales Office & Cross Border stakeholders to penetrate new customer segments (retail/trade/wholesale), set-up process flows, define end to end product lifecycle and forecast business growth.
He/She is directly accountable for all aspects ranging from user/client experience, sales, operations and financial performance of the SEA Export B2B freight forwarding business. Take full ownership of B2B freight forwarding product strategy and serve as subject matter expert to all stakeholders and/or enterprise-level deals. He/She will also directly influence the success of our B2B freight forwarding business and have a direct impact on growth.
Job Responsibility:
- Lead building and expansion of freight forwarding business in the region, establishing capabilities across different countries to build our B2B export capabilities
- Define key target industries, customer profiles (e.g., large multinationals, fast-growing SMEs, specific verticals like retail, pharma, or automotive), and geographic focus areas.
- Develop go-to-market strategy in penetrating new customer segments
- Formulate robust action plan on cross-selling initiatives across organization to tap on existing Ninja’s client base
- Personally lead or heavily involved in the pursuit and negotiation of the company's largest and most strategic potential accounts.
- Support and/or lead marketing/acquisition efforts with Southeast Asia Sales Office
- Assist leadership in leading launch plans for the region and shape plans for these new services while ensuring strong coordination with operations, finance and sales offices
- Develop well-conceptualized and optimal logistics products
- Work closely with VP, Freight forwarding to identify strategic initiatives and drive commercial goals
- Full ownership of B2B Freight forwarding pricing strategy including but not limited to standard rate card and customized deals
- Work with pricing and operations teams to develop competitive and profitable pricing models for complex bids and key accounts
- Identify future market trends, developments/product/service expectations and translates them into business growth opportunities
- Responsible for NF commercial P&L (SG & MY) as well as team sales performance
- Responsible for the design of team workflow and roles & responsibilities.
- Implement and manage a CRM system to track the entire sales pipeline, from lead generation to closure.
- Continuously refine the sales process to improve efficiency, conversion rates, and the customer onboarding experience.
- Continuously monitors team performance and develops improvement plans when required
- To drive the revenue growth of all b2b freight forwarding products, holding budget accountability across them
- Work with Freight Operations team & Country ops (if required) to optimize operations and identify ways to drive cost savings
Key Requirement :
- 7-10+ years in sales within the freight forwarding or logistics industry, with a proven track record of success and at least 3-5 years in a sales leadership role.
- Strong ability to lead, inspire, and manage a diverse sales team.
- Familiar with Commercial product lifecycle, ability to collect and understand pain points from stakeholders or from market research and networking
- Strong leadership and communication skills, ability to work independently and is reliable
- Possess strong data analysis and comfortable dealing with pricing models
- Strong knowledge of freight forwarding industry
- Driven and ambitious candidate who strives in ambiguity and have experience scaling and/or building business
- Proactive and can lead and/or drive initiatives across all business functions
- The ideal candidate would be a plug and play, preferably currently in a Business development role with an existing freight forwarding client base.