Job Description: Sales Executive (Inside and Outside Sales)

Title
Sales Executive
Reports To
Sales Manager
The Position:
This is a very significant position within the sales department and the Organization as a whole, as
sales people are the very first contact in the field with potential customers. They are not only
pivotal in brining the revenue for the Organization but provide a support to build and increase the
image of the company.
The SE will be located at Lahore reporting directly to the Sales Manager. The goals and Objectives
of sales department are in line with that of the goals & objectives of the Organization as a whole
Complexity:
The effective and efficient deliveries in serving customers , besides a positive attitude and proactive approach , requires an in depth knowledge of the logistics Industry in Pakistan, government
rules & regulations pertaining to Ocean/Air out/inbound movement of cargo, customs rules and
regulations & practices & policies at ports. The sales functions can only be carried out as per the
custo e s eeds whe sou d k owledge i the e tio ed a eas is ac ui ed a d co sta tl
updated.
Impact:
A wrong first impression, misjudging customers needs oversights or errors in communication with
customers (E te al/I te al) alwa s c eate custo e s ist ust esulti g i losi g a custo e .
Guidance & Supervision:
The main guidance will come from the immediate supervisor. Continuous learning, and following
up on sound practices, procedures and rules provide a framework under which to operate and
serve as guidelines for smooth Sales.
The formal and informal interactions with seniors/colleagues/team members/potential and
present customers and overseas agents serve as a base to focus on targets and achieving them.

Authority:
The authority for the SE to make certain decisions is normally subject to approval from the
immediate supervisor and/or keeping in view the schedules, policies rates and allotment of funds
by the management. However, when necessitated, the incumbent will have the authority:
To finalize rate/s agreements with customers, but maintaining the minimum required yield, as
communicated by the organization from time to time.
To communicate and negotiate rates for inbound business, with overseas counterparts.
To distribute promotional material within his/her sales territory and/or to engage in any
promotional activity he/she may feel desirable but within the prescribed legal/social norms and
pre-approved financial resources.
Contacts & purpose:
The contacts are primarily with,
Local/overseas external customers/vendors
Internal Customers
Overseas Agents
A very regular contact with Finance division and operations is essential to ensure faultless
services to customers for a consolidated approach to boost sales.
Responsibilities:
Sales Calls:
A minimum of 20 calls per week for outdoor sales executive and 250 calls per week for indoor
sales executives. The weekly sales call plan will be prepared in advance , discussed and finalized
with the support of immediate supervisor. All calls made during the day will be recorded by the
SE and preferably discussed with the immediate supervisor in the evening.
Sales Leads:
SE will be required to send a minimum of 5 qualified sales leads to overseas agents and follow
them up constantly
Market Intelligence:
SE will very closely observe the trends in the market, co petito s behavior, rates and credit
offerings, induction of buying agents in the market. IGMs, Social Media, Newspapers and
business magazines etc will be closely monitored to look for announcements for competitive
biddings and /or announcements by public authorities within and outside the country affecting
the logistics industry.
Sales Meetings:
SE will be required to attend weekly sales meetings, present the progress during the respective
week, seek guidance and support from other departments whenever required, and share the
weekly market intelligence
Credit Rating & Approval:
SE will assist the management in assessing the credit rating of potential client/s and make
recommendation for approval/denial of the credit to customers

Credit Recovery:
SE will be totally responsible for recovering the credit amount from the customer in his/her
territory as per the terms and conditions agreed upon with customers
Managing Territory and Selling all Products: SE will be responsible to sell all the products
(services) offered by the company. Any addition /deletion of services will be announced by the
company to keep sales updated. SE will be assigned a sales territory and he/she will be
responsible to develop the assigned territory in terms of introducing the services to potential
customers, building rapport with them, assessing needs, making/presenting proposals and
acquiring business
Revenue Expectations:
SE will be expected to generate minimum revenue as per the targets assigned. The management
will make personnel decisions, if the revenue falls below the expected level.
Customer Service:
Our customer service begins with our sales people approaching the potential customer. SE will be
responsible to establish a close liaison with operations for a seamless after sales services to
customers.
Joint Sales Calls:
SE will also be required to closely work with senior managers for planning/arranging joint sales
calls to potential and existing customers.

Requirements
Demonstrated ability to convert prospects and close deals.
Skills in opportunity qualification, pre-call planning, call control, account development,
and time management.
Strong product knowledge.
Strong problem identification and objection resolution skills.
Able to build and maintain lasting relationships with customers.
Exceptional verbal communication and presentation skills.
Excellent listening skills.
Strong written communication skills.
Self motivated, with high energy and an engaging level of enthusiasm.
Able to perform basic calculations and mathematical figures.
Ability to occasionally travel and attend sales calls or exhibits.
Ability to work individually and as part of a team.
High level of integrity and work ethic.
Experience with customer relationship management software.