Head of Sales (Air Cargo& Ecommerce)

The Head of Sales is responsible for leading the company’s sales efforts by developing and executing sales strategies that drive revenue growth and achieve organizational goals. This role requires a deep understanding of international air freight, freight forwarding, cross-border e-commerce, and international courier services. 

Key Responsibilities:

1. Develop and Implement Sales Strategies:
• Create and implement comprehensive sales strategies aligned with the company's OKRs.
• Focus on growing the China E-commerce logistics business and cargo freight forwarding services.
• Maintain relationships with existing cross boarder Ecom marketplace and cargo customers, while identifying new business opportunities and markets.
• Analyze market data, trends, and competition to adjust strategies and increase revenue.
2. Set Sales Targets and Monitor Performance:
• Establish clear and measurable sales targets for the team and monitor progress toward achieving these goals.
• Regularly analyze sales data, identify performance gaps, and make necessary adjustments to strategies.
• Provide ongoing feedback and performance evaluations to the sales team to ensure continuous improvement.
3. Lead, Manage, and Motivate the Sales Team:
• Lead the recruitment, training, and development of the sales team, ensuring they have the skills to meet business objectives.
• Foster a positive, team-oriented environment that encourages collaboration, innovation, and the achievement of individual and collective goals.
• Provide coaching, support, and motivation to team members to help them exceed sales targets.
4. Manage Customer Account Receiveable:
• Oversee the process of customer payment collections, ensuring timely invoicing and receivables.
• Work closely with the finance team to follow up on outstanding payments and resolve any payment-related issues.
• Ensure customer accounts are managed efficiently, maintaining positive relationships while securing timely payments.
5. Provide Customized Logistics Solutions:
• Work closely with customers to understand their specific air freight needs and provide tailored logistics solutions.
• Collaborate with internal teams, including Solutioning, Operations, Revenue Management, and Network Planning, to create and deliver commercial proposals that meet client requirements.
• Support the development and standardization of logistics products to enhance service offerings and improve efficiency.
6. Build and Maintain Strong Customer Relationships:
• Develop and nurture strong relationships with key clients by understanding their needs, addressing concerns, and providing tailored solutions.
• Deliver high-quality customer service and ensure customer satisfaction and long-term business growth.
• Work closely with customers to present proposals, negotiate contracts, and ensure successful deal closure.
7. Analyze Market Trends and Competitor Activity:
• Stay updated on industry trends, competitor activities, and market conditions that impact the business, particularly in the logistics, air cargo, freight forwarding, and cross-border e-commerce sectors.
• Use this knowledge to adjust sales strategies and make data-driven decisions to stay competitive in the market.
• Continuously conduct market research to identify potential opportunities and threats.
8. Collaborate Across Departments:
• Work closely with cross-functional teams, including Marketing, Solutions, Operations, Revenue Management, Network Planning, Air Partners, and Customer Success, to ensure cohesive execution of sales strategies.
• Share market insights, customer feedback, and competitive data to align sales goals with overall business objectives.

• Bachelor’s degree in Logistics Management, Supply Chain Management, International Trade, or a related field (MBA preferred).
• 8+ years of experience in logistics, with at least 5 years in a leadership role, preferably in the logistics, air cargo, freight forwarding, or cross-border e-commerce sectors.
• Proven track record of achieving sales targets and driving revenue growth.
• Familiarity with key cross boarder Ecom Marketplace and airlines
• Strong ability to develop customized air freight solutions based on client requirements.
• Excellent leadership, communication, and team management skills.
• Ability to analyze market trends, data, and customer behaviors to create actionable sales strategies.
• Strong negotiation, presentation, and relationship-building skills.