Sales Manager

Job Description – Sales Manager (Logistics Industry with Complete CRM Knowledge)

Position Title:

Sales Manager

Department:

Sales & Business Development

Reports To:

General Manager / Director

Location:

Islamabad / Rawalpindi

Job Purpose

The Sales Manager will be responsible for driving revenue growth, managing the sales team, strengthening customer relationships, and ensuring full utilization of the company’s CRM system. The role requires deep industry knowledge of logistics and international trade along with complete command over CRM-based sales operations, reporting, forecasting, and performance monitoring.

Key Responsibilities

⸻

1. Sales Strategy & Revenue Growth

• Develop and execute monthly, quarterly, and annual sales plans.
• Achieve assigned revenue and margin targets.
• Build and manage strong sales pipelines.
• Identify new trade lanes, industries, and client segments.
• Convert prospects into long-term active clients.
• Ensure profitable pricing and approval compliance.

2. Logistics & Trade Industry Knowledge

Strong hands-on knowledge of:

• Freight forwarding (Air, Sea & Road)
• Import and export procedures
• Customs clearance process
• Warehousing and transportation
• Incoterms (EXW, FOB, CIF, DDP, DAP, FCA, CPT, CIP)
• Shipping documentation:
• BL / AWB
• Commercial Invoice
• Packing List
• Certificate of Origin
• GD & customs documentation
• Costing components:
• Freight
• Origin charges
• Destination charges
• Customs duties & taxes
• Trade compliance basics

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3. CRM Management – Core Responsibility

The Sales Manager must have complete operational knowledge of CRM systems and ensure 100% CRM discipline across the sales team.

CRM Knowledge Must Include:

Lead Management

• Lead creation and source tracking (website, email, WhatsApp, calls, referrals).
• Lead assignment and routing.
• Lead qualification (hot / warm / cold).
• Follow-up scheduling and reminders.

Opportunity Management

• Convert qualified leads into opportunities.
• Define deal value, services, trade lanes, and expected revenue.
• Track opportunity stages:
• New lead
• Quotation shared
• Negotiation
• Won / Lost
• Maintain accurate closing probability.

Customer & Account Management

• Maintain complete customer profiles.
• Record trade history, pricing, and service scope.
• Track active vs inactive clients.
• Monitor retention and repeat business.
• Maintain contact persons and communication history.

Quotation & Pricing Tracking

• Upload quotations in CRM.
• Link quotations with opportunities.
• Track accepted vs rejected quotations.
• Maintain pricing version control.
• Coordinate approvals with management.

Activity Tracking

• Log all:
• Calls
• Meetings
• Emails
• Follow-ups
• Ensure no deal exists outside CRM.
• Monitor salesperson productivity via CRM data.

Sales Pipeline & Forecasting

• Maintain real-time pipeline value.
• Forecast monthly revenue based on probability.
• Track expected vs achieved revenue.
• Identify risk deals in advance.

CRM Reporting & Dashboards

• Generate and analyze:
• Lead conversion ratio
• Pipeline vs target
• Salesperson performance
• Monthly revenue forecast
• Lost business analysis
• Present CRM-based reports to management.

CRM Discipline & Compliance

• Ensure zero manual or offline tracking.
• Enforce CRM usage as mandatory.
• Train sales team on CRM best practices.
• Monitor incorrect or fake entries.
• Maintain CRM hygiene and accuracy.

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4. Team Leadership & Performance Management

• Lead and manage sales executives and team leads.
• Set clear KPIs through CRM.
• Monitor daily activity targets:
• Calls
• Meetings
• Leads
• Closures
• Conduct weekly performance reviews.
• Coach team on negotiation, pitching, and closing.
• Build accountability culture.

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5. Coordination & Internal Alignment

• Coordinate with:
• Operations team for feasibility
• Finance team for pricing & credit limits
• Customer service for execution
• Ensure smooth handover from sales to operations.
• Maintain client satisfaction post-closure.

Key Performance Indicators (KPIs)

• Monthly revenue target achievement
• Pipeline value vs target
• CRM usage compliance (100%)
• Lead-to-conversion ratio
• Client acquisition & retention
• Margin quality
• Sales team performance

Required Skills & Competencies

• Strong leadership and decision-making
• Excellent communication (English & Urdu)
• Advanced CRM handling skills
• Strong negotiation ability
• Analytical and reporting mindset
• Target-driven approach
• Commercial awareness
• Time and priority management

Qualifications

• Bachelor’s degree in Business, Marketing, Supply Chain, or related field
• MBA preferred

Experience

• 5–8 years experience in logistics / freight forwarding / shipping industry
• 2–3 years in Sales Manager or Team Lead role
• Mandatory hands-on CRM experience (Salesforce, Zoho, HubSpot, Bitrix, Monday, or equivalent)

What We Offer

• Market-competitive salary
• Performance-based commission structure
• Leadership growth opportunity
• Exposure to international clients
• Structured and professional environment

Job Type: Full-time

Work Location: In person