New Business Sales Executive
26/05/18
Posted on:
Key Information
Province
Gauteng
Industry
Courier
Employment Type
Full Time
Seniority Level
Sales Executive
Years of Experience
3-5
Education
Matric
Salary
Market Related
Minimum Requirements
Grade 12 (Matric) required; tertiary qualification in Sales, Marketing, or Business advantageous.
Minimum 3–5 years’ proven sales experience in the courier, logistics, or supply chain industry.
Strong knowledge of courier industry trends (express, e-commerce, last-mile delivery, international freight).
Strong business development skills with the ability to generate leads and close deals.
Excellent communication, negotiation, and presentation skills.
Target-driven with ability to work under pressure in a competitive market.
Proficiency in MS Office and CRM software.
Valid driver’s license and own reliable transport.
Job Overview
New Business Sales
Drive new business sales by developing and implementing effective sales strategies to achieve and exceed monthly revenue targets.
Promote logistics and courier services to customers across targeted sectors within South Africa while identifying niche markets and recommending new service opportunities.
Secure maximum share of wallet across all customer accounts.
Prospecting & Lead Generation
Research and identify potential clients across industries including e-commerce, healthcare, and manufacturing.
Generate new leads through cold calling, networking, and attendance at industry events.
Maintain a minimum of 30 active prospects in the pipeline per month, categorized by spend brackets:
Category A – R500K and above
Category B – R500K and below
Category C – R250K – R100K
Meet weekly call cycle targets of 4 new business appointments per day (in-person and Teams meetings), across a 4-day week totaling 16 appointments weekly.
Sales & Business Development
Conduct detailed needs analyses to tailor solutions according to client requirements, including domestic, international, express, deferred, and e-commerce logistics solutions.
Present and sell courier and logistics solutions to prospective clients.
Negotiate contracts, pricing structures, and service agreements in line with internal policies and procedures.
Propose customized logistics solutions and negotiate competitive rates.
Obtain completed credit applications and service level agreements in accordance with company procedures.
Follow internal processes relating to the onboarding and opening of new client accounts.
Coordinate client onboarding and ensure both clients and internal teams are fully trained on operational requirements.
Stay informed on market trends, competitor activity, and industry developments.
Conduct client presentations and business meetings to support sales growth.
Prospect new clients through detailed market research and business development initiatives.
Manage and maintain the sales pipeline on a daily, monthly, and annual basis.
Secure weekly appointments to maximize conversion rates from prospects to confirmed business.
Relationship Management
Build and maintain long-term client relationships to ensure repeat and sustainable business growth.
Collaborate closely with operations and customer service teams to ensure seamless onboarding and service delivery.
Reporting & Administration
Maintain accurate and up-to-date sales records within CRM systems.
Create and manage customer folders on the shared drive, ensuring all required documentation is correctly filed.
Prepare weekly and monthly sales reports, including pipeline forecasts and performance tracking.
Consistently achieve and exceed individual sales targets relating to revenue, profit margins, and new account acquisitions.