Regional Head of Sales, Cross Border (Freight Forwarding)

Job Responsibility:

• Lead building and expansion of freight forwarding business in the region, establishing capabilities across different countries to build our B2B export capabilities
• Define key target industries, customer profiles (e.g., large multinationals, fast-growing SMEs, specific verticals like retail, pharma, or automotive), and geographic focus areas.
• Develop go-to-market strategy in penetrating new customer segments
• Formulate robust action plan on cross-selling initiatives across organization to tap on existing Ninja’s client base
• Personally lead or heavily involved in the pursuit and negotiation of the company's largest and most strategic potential accounts.
• Support and/or lead marketing/acquisition efforts with Southeast Asia Sales Office
• Assist leadership in leading launch plans for the region and shape plans for these new services while ensuring strong coordination with operations, finance and sales offices
• Develop well-conceptualized and optimal logistics products
• Work closely with VP, Freight forwarding to identify strategic initiatives and drive commercial goals
• Full ownership of B2B Freight forwarding pricing strategy including but not limited to standard rate card and customized deals
• Work with pricing and operations teams to develop competitive and profitable pricing models for complex bids and key accounts
• Identify future market trends, developments/product/service expectations and translates them into business growth opportunities
• Responsible for NF commercial P&L (SG & MY) as well as team sales performance
• Responsible for the design of team workflow and roles & responsibilities.
• Implement and manage a CRM system to track the entire sales pipeline, from lead generation to closure.
• Continuously refine the sales process to improve efficiency, conversion rates, and the customer onboarding experience.
• Continuously monitors team performance and develops improvement plans when required
• To drive the revenue growth of all b2b freight forwarding products, holding budget accountability across them
• Work with Freight Operations team & Country ops (if required) to optimize operations and identify ways to drive cost savings

Key Requirement :

• 7-10+ years in sales within the freight forwarding or logistics industry, with a proven track record of success and at least 3-5 years in a sales leadership role.
• Strong ability to lead, inspire, and manage a diverse sales team.
• Familiar with Commercial product lifecycle, ability to collect and understand pain points from stakeholders or from market research and networking
• Strong leadership and communication skills, ability to work independently and is reliable
• Possess strong data analysis and comfortable dealing with pricing models
• Strong knowledge of freight forwarding industry
• Driven and ambitious candidate who strives in ambiguity and have experience scaling and/or building business
• Proactive and can lead and/or drive initiatives across all business functions
• The ideal candidate would be a plug and play, preferably currently in a Business development role with an existing freight forwarding client base.