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Field Sales Representative

2 weeks ago

Mississauga, Ontario, Canada Apex Logistics International Full time

Delivering Passion with Every Shipment

Established in 2001, Apex Logistics International has become a top dependable solution for those seeking expertise in freight forwarding, contract logistics, customs brokerage, transportation management, warehousing, and distribution. With a presence in 70 countries across six continents, 42 offices, 2,500+ dedicated employees, and consistent, dependable services, Apex continues to grow rapidly and deliver passion worldwide. In 2021, Apex joined the Kuehne+Nagel Group and together have become an Industry Leading Air Freight Forwarder.

SUMMARY:

The role focuses on prospecting, lead generation, and account acquisition, while also ensuring customer satisfaction, contract management, and accounts receivable (A/R) oversight. The Field Sales Representative will work closely with vertical leadership, the global business development team, operations, finance, and customer service to deliver strong solutions, smooth service, solid financial performance, and contribute to the growth of Apex's presence in Canada.

DUTIES AND RESPONSIBILITIES:

  • Responsible for developing and expanding business opportunities within Canada across all account segments, ensuring Apex can capture opportunities across the full range of Canadian shippers.
  • Identify, qualify, and secure new accounts to expand revenue and market share.
  • Develop a pipeline of new business opportunities through cold calling, lead generation, referrals, and networking. Manage the entire sales cycle, from initial engagement to contract execution.
  • Maintain and grow relationships with existing Essentials & Exceed accounts by providing logistics solutions and increasing wallet share.
  • Drive contract renewals and extensions, ensuring customers remain engaged with the company's services.
  • Manage customer rate requests, ensuring competitive pricing and timely responses.
  • Develop and maintain strong relationships with customers through regular interactions, both in-person and virtual.
  • Ensure consistent engagement with accounts to identify service improvements and growth opportunities. Address customer issues and service concerns promptly, ensuring high levels of satisfaction.
  • Ensure timely and competitive responses to customer rate requests, including rate quotes, rate sheets, and contractual pricing proposal. Work with commercial solution team to maintain a balance between competitiveness and profitability.
  • Track and improve the quote-to-win ratio, ensuring pricing strategies align with market trends and customer expectations.
  • Ensure that all customer data, lane pairs, and contract details are accurately entered and maintained in the CRM system.
  • Log all customer interactions, rate requests, and key account updates in the CRM in real-time. Monitor and track opportunities and sales pipeline in CRM for accurate reporting.
  • Manage customer contracts, ensuring proper execution and compliance with company policies. Work with pricing teams to ensure timely responses to rate requests from customers.
  • Negotiate and finalize contract terms with clients while ensuring company profitability.
  • Monitor outstanding payments and proactively manage accounts receivable (A/R). Work with the finance team to resolve disputes, minimize overdue invoices, and improve cash flow. Ensure A/R past due remains under 5% of the total receivables.
  • Ensure customer satisfaction by addressing service issues promptly and collaborating with internal teams to provide seamless logistics solutions.
  • Regularly collect customer feedback, measure satisfaction scores, and take corrective actions when needed.

QUALIFICATIONS:

  • Minimum of 2-5 years of experience in logistics, freight forwarding, or transportation
  • Bachelor's degree in Business, Supply Chain Management, Sales, or a related field preferred.
  • Must have a valid driver's license and travel documentation (frequent travel required)
  • Prior experience in hunting and prospecting new accounts.
  • Proven track record of meeting sales targets and growing customer accounts.
  • Strong negotiation skills and the ability to sell value-based logistics solutions.
  • Strong active listening, verbal, and written communication skills.
  • Ability to read, interpret, and analyze documents, contracts, and procedures in a timely manner.
  • Excellent time management and ability to prioritize high-impact activities.
  • Proficiency in Microsoft 365 Office tools, including Word, PowerPoint, Outlook, and Excel.
  • Experience with Customer Relationship Management (CRM) software.