Field Sales Specialist Air

Key Responsibilities

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Business Development and Portfolio Management

Retain, strengthen, and develop the assigned customer portfolio, ensuring high levels of customer satisfaction and loyalty.

Acquire new customers through prospecting, networking, market analysis, and business development activities.

Identify commercial opportunities within the Air Freight and Ocean Freight markets.

Promote Air & Ocean services and tailored logistics solutions.

Implement commercial activities in line with the company’s sales strategy and agreed targets.

Prepare and present customised commercial proposals based on customer requirements.

Support tender and RFQ processes in collaboration with Front Office Management, Middle Office, and other relevant functions.

Participate in industry events, networking initiatives, sponsorships, and other business-development activities.

Maintain an accurate and up-to-date sales pipeline.

Customer and Operational Coordination

Support the definition of Standard Operating Procedures based on customer expectations and agreed service requirements.

Provide Customer Operations Support with the commercial and operational information required to manage customer accounts effectively.

Ensure that customer‑specific requirements and procedures are clearly communicated to Middle Office and operational teams.

Monitor the implementation of customer commitments in coordination with the relevant internal functions.

Exchange commercial and business information with the international network.

Provide Finance with the information and documentation required for customer account‑opening procedures.

Act as a commercial point of contact for assigned customers, coordinating internal stakeholders when necessary.

Financial, Contractual, and Profitability Support

Prepare commercial documentation and support the drafting of customer contracts in accordance with company policies and applicable regulations.

Involve the Legal department when contractual, regulatory, or risk‑related support is required.

Identify potential commercial, financial, or operational risks and promptly elevate them to the relevant stakeholders.

Provide commercial data and market insights to support budgeting and forecasting activities.

Reporting and Performance Monitoring

Prepare regular reports on sales activities, customer visits, pipeline development, and business performance.

Maintain accurate customer and opportunity information within the company’s CRM systems.

Participate in internal coordination meetings and business reviews.

Analyse individual and portfolio performance together with the line manager.

Monitor progress against assigned sales targets and agreed KPIs.

Share relevant commercial, financial, and operational information with internal stakeholders.

Requirements

Proven commercial experience in freight forwarding, international transportation, or logistics.

Strong knowledge of Air Freight and Ocean Freight products, markets, and operational processes.

Demonstrated ability to acquire new customers and develop existing accounts.

Experience in commercial negotiations, tenders, RFQs, and customer proposals.

Ability to analyse margins, account profitability, and commercial performance.

Strong communication, negotiation, presentation, and relationship‑management skills.

Results‑driven, proactive, and customer‑focused approach.

Ability to work independently while collaborating effectively with operational, financial, legal, and international teams.

Good organisational and time‑management skills.

Fluency in English.

Availability to travel within the assigned territory.

A valid driving licence.

What We Offer

Work location: Prato

CCNL: Logistica, Trasporto merci e spedizioni

Contract type: Permanent

Working model: Hybrid

Working hours: Full-time

Gross Annual Salary (RAL): Starting from €40,000

Variable compensation linked to individual performance and business results

Company car, according to company policy

Flexible and hybrid working arrangements

Life insurance

Medical insurance

Meal vouchers worth €8 per working day

Corporate benefits platform

Well‑being programmes supporting physical and mental health

Personalised career and skills‑development opportunities

A continuous learning environment supporting personal and professional growth

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