Branch Outdoor Field Sales Air Freight

Purpose
 Keep, develop and secure air freight business within an assigned portfolio of new and existing
SME customers with focus on outdoor/on-site sales activities. Monitors and penetrates the
market to acquire new air freight business within the assigned geographical area or targeted
industry segments.
 Measured against defined outdoor sales KPI’s leading to volume and profitable air freight
growth.

Main Tasks

Accountable
 Drive the SME volume growth in the branch office for the air freight products
 Ensuring overall customer satisfaction
 Selling of DB Schenker air freight products
 Coordinate local RFQ and spot quote requests

Responsible
 Plan and execute sales visits (in-person or virtually) to both existing and prospective customers
 Enter all relevant data in CRM based on the defined corporate guidelines for Air Freight
 Manage outdoor opportunity pipeline (actual data and stages, right size)
 Account ownership for outdoor sales customers and corresponding development of business
 Review the portfolio of the outdoor sales performance and prepares for sales meetings, weekly
debriefs and sales reviews
 Form professional and appropriate relationships with decision makers
 Provide feedback on potential process improvements
 Keep up to date with local market trends
 Negotiate contracts, pricing, and terms with customers
 Creation of yearly sales planning for own customer portfolio
 Actively creating sales leads for overseas controlled business and hand over identified leads to
other BUs
 Support marketing campaigns by visiting target customers
 Coordination with customer service, e.g. on quotations and booking follow-ups and business
handover

Consulted
 None

Informed
 None

Special Features
 Reporting line into Branch Head of Air Freight