Description

Sr. Sales Representative/Business Development, TVS GFS - Global Forwarding Solutions

The Sr. Sales Representative is responsible for acquiring new business and achieving revenue and gross profit goals through proactive prospecting, building the sales pipeline, and disciplined opportunity management. They expand market share by identifying, qualifying, and closing new customer opportunities within specific trade lanes and industry sectors. Additionally, they position the company as a unique logistics partner by creating customized freight and supply chain solutions that solve customer challenges and generate long-term commercial value.

Essential Functions

• Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
• Own and deliver assigned revenue and gross profit (GP) targets in line with the US business plan
• Identify, prospect, and secure new customers within defined industry verticals and trade lanes
• Build and maintain a strong pipeline through proactive prospecting, networking, cold outreach, and referrals
• Develop tailored solutions across air freight, ocean freight, and value-added logistics services
• Drive opportunity management from RFQ through quotation, negotiation, and successful closure
• Establish multi-level relationships within customer organizations to strengthen retention and growth
• Monitor market conditions, carrier capacity, trade lane developments, and competitive positioning to optimize pricing and GP
• Collaborate with operations, pricing, and product teams to ensure service feasibility and competitive solutions
• Develop customer SOPs upon successful award and ensure smooth operational handover
• Support resolution of service issues to protect revenue and customer retention
• Maintain accurate and timely reporting of pipeline, activities, and forecasts in Salesforce
• Ensure compliance with company policies, Delegation of Authority, and applicable US regulatory requirements
• Participate in all TVS GFS quality and excellence initiatives.

Competencies

• Communication Skills
• Negotiation Skills
• Relationship Building
• Persistence
• Customer Focus
• Problem-Solving
• Time Management
• Market Knowledge
• Adaptability
• Goal-Oriented
• Emotional Intelligence
• Team Collaboration
• Education and Experience
• Bachelor's degree in Logistics, Supply Chain Management, Marketing, or a related field
• 8+ years of experience in the freight forwarding industry
• Established relationships with clients, vendors, and agents, with expertise in negotiation, customer acquisition, and presentations
• Proven track record of generating profitable revenue across multiple accounts
• Strong knowledge of air and ocean freight pricing structures and supply chain solutions
• Proficient in Salesforce or similar CRM platforms
• Excellent verbal and written communication skills in English
• Familiarity with specific industry sectors such as Automotive, Industrial, or Retail is preferred.

Travel

This position requires frequent travel within the United States.

Physical Demands

The physical requirements outlined here describe what an employee must be capable of doing to successfully perform the essential functions of this job. In this role, the employee is expected to regularly sit, stand, walk, use standard office equipment, operate a vehicle, and travel by various modes of transportation.

Work Environment

This sales position involves working partly in an office setting and traveling by automobile. This role will ideally be based in the Southeastern United States (Georgia, Tennessee, North Carolina, South Carolina, Virginia, etc.).

Position Type/Expected Hours of Work

Full-Time, Exempt. Schedule flexibility for extended or unplanned work hours is required.

Other Duties

Please note that this job description is not intended to provide a comprehensive listing of activities, duties, or responsibilities required of the employee for this job. Duties, responsibilities, and activities may change at any time, with or without notice.