The Territory Sales Manager is responsible for delivering revenue and gross profit growth within an assigned territory, in line with company-defined sales targets. The role focuses on new business acquisition, growth of existing customers, and disciplined execution of the sales process. The TSM works closely with the Head of Sales and internal stakeholders to ensure customer solutions are competitive, profitable, and operationally executable.
Job Responsibilities:
1. Sales Execution & Revenue/ Gross Profit Delivery
- Execute the company's sales strategy within the assigned territory to deliver revenue and gross profit target.
- Actively prospect, qualify, and win new customers within assigned sales territory.
- Grow and retain existing customers through effective account management.
2. Pipeline Management & Forecasting
- Build and maintain a healthy, well-qualified sales pipeline.
- Update CRM accurately and in a timely manner.
- Participate in regular pipeline, forecast, and business review sessions with the Head of Sales.
- Identify risks to target achievement and proactively propose corrective actions.
3. Customer Engagement & Solution Selling
- Understand customer supply chains and logistics requirements.
- Develop tailored freight and warehousing solutions across air, ocean and land transport.
- Manage RFQs, pricing requests, and contract discussions in coordination with pricing and operations.
- Represent the company professionally in all customer interactions.
4. Commercial Discipline & Governance
- Ensure adherence to pricing, margin, and credit policies.
- Maintain focus on profitable growth, not just volume.
- Escalate non-standard commercial requests for approval as required.
5. Cross-Functional Collaboration
- Work closely with operations to ensure smooth onboarding and service delivery.
- Coordinate with pricing, customer service, and finance to resolve issues.
- Provide market and competitor insights to the Head of Sales.
6. Relationship Management
- Build strong relationships with decision-makers and influencers within customer organizations.
- Maintain a structured approach to sales planning and customer engagement.
- Support retention through proactive communication and issue resolution.
Job Requirements:
- Bachelor's degree in Logistics & Supply Chain, Business/ Sales & Marketing or related field.
- Minimum 5 years of sales experience within freight forwarding and logistics industry.
- Demonstrated success as an individual contributor.
- Comfortable operating in a fast-paced, performance-driven environment.
- Strong understanding of freight products, warehousing, trade lanes, and carrier dynamics.
- Ability to work independently within a structured sales framework.
- Strong prospecting and closing skills.
- Value & Solution-selling mindset.
- Strong commercial judgment and negotiation skills.
- Possess class 3 driving license and car.
