The primary purpose of this position is to support the commercial development of the Road Freight Transportation product, focusing on active prospecting, identification and qualification of opportunities, new customer acquisition, negotiation, and business closing.
Responsibilities:
Conduct active prospecting of new customers, identifying companies with potential demand for road freight transportation services;
Map and qualify commercial opportunities across the logistics, foreign trade, freight forwarding, import, and export sectors;
Conduct commercial outreach through phone calls, email, video conferences, and other digital tools;
Identify customers’ logistics needs by understanding their operations, volumes, routes, frequency, and other specific requirements necessary to develop suitable commercial solutions;
Develop a consultative sales approach, seeking to understand customer needs and present solutions aligned with their business requirements;
Prepare and present commercial proposals and road freight transportation quotations;
Analyze costs, rates, margins, and pricing structures in coordination with the relevant departments;
Lead commercial negotiations involving pricing, terms, and services;
Follow up on submitted proposals, actively driving opportunities forward through to closing;
Take direct responsibility for converting opportunities and closing new business;
Develop and maintain commercial relationships with prospects and customers;
Update the sales pipeline, ensuring visibility of ongoing opportunities;
Monitor commercial targets and performance indicators, including prospecting activities, qualified opportunities, proposals submitted, conversion rates, and new business;
Work closely with the Operations team to assess the feasibility of customer requirements and develop competitive commercial solutions;
Align negotiated terms and conditions with the departments responsible for operational execution;
Support the implementation of new business, contributing to a smooth transition from the commercial stage to the operational stage;
Identify opportunities for business expansion and customer portfolio development;
Monitor market trends, competitors, freight rates, and opportunities related to road freight transportation;
Conduct occasional commercial visits, particularly for opportunities with strong potential for closing or when an in-person presence is strategically important for developing and strengthening the customer relationship.
