Head Of Air Freight Sales
2 weeks ago
Sales and Customer Success
Full-time
Office | Melbourne, VIC, Australia
Senior· A role for someone with advanced knowledge and skills.
May involve mentoring, leading others or specialisation.
Typically at least 5 years of experience.
At Toll, we do more than just logistics - we move the businesses that move the world.
Our 16,000 team members can help solve any logistics, transport or supply chain challenge – big or small.
We have been supporting our customers for more than 130 years.
Today, we support more than 20,000 customers worldwide with 500 sites in 25 markets, and a forwarding network spanning 150 countries.
We are proudly part of Japan Post —Every minute, every day, in countless decisions, transactions, interactions and innovations, people and businesses move the world forward.
Making moves that define markets and power industries.
Moves that impact economies and empower communities.
And it's here that we are at our best because the only way that our customers can keep moving is if we do, harnessing deep passion andexperience from across our organisation to help these moves happen.
So, at the very moment when our customers need us, we bring together the best of who we are, so they can be at their best.
That's why we never settle.Why we strive for excellence in everything we do.
Why we put passion behind every ounce of progress.
Why we pull together to deliver success.
And then reach further still, to anticipate what's next.
At Toll, we do more than just logistics.
We move the businesses that move the world.
About the role The Opportunity:
We're hiring a Head of National Airfreight Sales - Australia to Join Toll Group.
Reporting to our Senior VP, Sales & Marketing, this is an excellent opportunity to lead and drive the sale of Toll's Airfreight Product to key National Clients across AustraliaPlay a vital role in enabling sustainable, global supply chains with Global Forwarding, Australia and New Zealand.
Enjoy working in a stable and safe environment, where you can be curious and inspired to try new things, while putting our customers at the centre of everything we do.
As a recognised global brand with long-term success, we're passionate about progress.That means adapting to change and transforming how our customers experience world-class freight forwarding solutions.
A day in the life of a Head of National Airfreight Sales at Toll Group:
Lead and Drive Sales:
You'll be the driving force behind selling Toll's Airfreight Product to potential National Clients across Australia, accounting for 70% of your focus.
Strategic Development:
Collaborate with Global Airfreight Product Leaders and P&L Owners in Australia to craft and refine service offerings on Toll's Strategic Airfreight Trade Lanes, allocating 30% of your efforts to this crucial aspect.
Pipeline Management:
Build and nurture your own airfreight sales pipeline, comprising both locally controlled opportunities and Network Collaborations.
Your network will consist of at least 10 Network Opportunities, requiring a blend of local engagement and collaboration across Australia.
Performance Optimisation:
Work closely with P&L owners to boost Airfreight volume, profitability, and overall performance, ensuring accountability for your individual sales targets as well as contributing to broader AU targets.
Sales Campaign Leadership:
Take the lead in spearheading the Airfreight Sales Campaign across Australia.
Collaborate with the Sales Team, equipping them with the necessary Product Knowledge and Value Proposition to secure new business opportunities effectively.
Brand Representation:
Uphold Toll's Purpose Values in every interaction, embodying principles of Customer Focus, Teamwork, Accountability, Progress, and Integrity.
Strategic Team Building:
Formulate and mobilise the right Virtual Toll Team, comprising key stakeholders such as Air Product Leaders, IT Visibility experts, and Client Relationship Managers.
This collaborative approach maximizes success on larger airfreight opportunities.KPI Adherence:
Operate within the established KPI framework of Sales in AU, ensuring compliance with metrics like Sales Visits, Focus 5, and Pipeline Maintenance.
To excel in this role, you'll need:
Industry Experience:
Extensive background in the Freight Forwarding industry, ideally in a similar role, providing you with the insights and expertise necessary to thrive.
Business Acumen:
A genuine passion for identifying and seizing new business opportunities, coupled with the skills to negotiate effectively and influence stakeholders.
Technological Proficiency:
Familiarity with sales technologies such as Linked In Sales Navigator, Zoom Info, Lusha, etc., will be highly advantageous in navigating the modern sales landscape.
Resilience and Adaptability:
The ability to perform under pressure and maintain a sense of urgency in a dynamic, fast-paced environment is essential for success in this role.
What you'll be responsible for Efficiently navigate the CRM and other operational tools to create, update, retrieve, and understand information about accounts and opportunities Identify opportunities to enhance processes and resources that enable team performance and time spent with prospects or customersSkills you'll need Results orientation Critical thinking Identifies and synthesizes patterns and trends amongst various sources of information to reach a meaningful conclusion, perspective or insight
Problem solving Identifies problems and develops logical solutions that address the problems#J-18808-Ljbffr
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