recruitmentnews


The answer may be right under your nose. The skills shortage in the freight


Short of sales staff? forwarding


sales market is increasing. Craig Headford of specialist industry recruiter Headford® Consulting asks, ‘How best to tackle it?’


‘Firstly, train your star operational staff.


‘In my career in the industry, I started as an operator and spent five years talking to clients and assisting them with


their day to day


quotations and shipments. That gave me an excellent grounding in the industry. So, when I went out on the road with very little training—just enthusiasm—I had an excellent relationship with all of the clients I had been servicing for five years. The answer to companies’ sales problems may well be in their offices: their bright, young, enthusiastic, ambitious and money-hungry people.


‘Another option is to cross-train B2B sales professionals from other sectors. Generally I am not a big fan of this option unless the candidates are at least from some segment of the freight industry and the company has the support in place for them to be trained for two to three months.


‘It can work well with parcel carrier reps or those from the shipping lines who may already have excellent consultative sales training. Companies like TNT are brilliant at training their staff and help them to sell on value, not price.


Indeed,


many of the forwarders I deal with are cross-training former parcel sales people as they appreciate that seventy-five percent of the job is the ability to book a client meeting. Sales reps from the sector typically book sixteen of their own meetings per week so they have this element already on their skill set and they will also have had some level of professional service industry training – so, other than specific freight forwarding training, they are almost there.


‘It normally takes three to six months to get a parcel Sales Rep totally up to speed but it can prove to be a brilliant investment, especially as many of them are looking to get into freight forwarding and several of the leading forwarders are taking advantage of this.


‘Generally, I would encourage Branch and Route Development Managers and other sales executives to train and accompany new Sales Executives for the first few weeks out on the road.


It is also important to ensure that all Sales


Executives have the back-up of a dedicated operator in the office, who they can feel confident to call from on the road for general advice.


‘A third option is executive search or headhunting, which should be used if experienced people are essential. Whilst far more expensive than the traditional agencies using job boards, you normally get what you are looking for and, with sales vacancies in the industry becoming increasingly difficult to fill, Headford® are now filling roles all across Europe, the US and Middle East.’


has put its top team into this area. We candidates


Senior Account / Business Development Manager (Oil and Gas Vertical Market) (Candidate Ref: 27027)


• Turned around a $1m account – to be a $45m account in 28 months


• Won $20m contract with the World’s Leading Engine Manufacturer


• Solely responsible for clients global RFQ’s – South America, South Pacific – potential revenue of $10m gross


• UK Account Manager Experience of Off-Shore Drilling (providing support to 144 rigs)


New Office Opportunity (Bristol / South West) (Candidate Ref: 13044)


• Very stable USA Route Development Manager/Sales Manager


• Air and Ocean (Import) with some road freight


• 30 years experience in Multimodal freight Sales and management


• Excellent contact in the Freight Industry


Amsterdam-Based Sales Executive (Candidate Ref: 20893)


• Currently generates 700k Gross Profit per annum in Air & Ocean freight


• Currently works for a top 25 Freight Forwarder


• He is a proven new business winner who attends at least 15 cold sales appointments every week


• Available to interview immediately


Heathrow-based Middle East Trade Lane Sales Manager (Ref: J688)


• Top 5 Freight Forwarder • Experience of General Freight dealing with the Middle East is essential. • International Travel will be required. • Cross-functional communication between multiple departments. • Salary: c.£40,000


Aberdeen-based Business Development Manager (Ref: J689)


• General Freight Forwarding position • Looking for someone who can work with their current client base and expand new business


• Extremely good support structure • Routes: China, USA and Asia • Salary: Excellent OTE and basic of £35K – £40K


US Route Development Sales Manager (Ref: J692)


• Based in Heathrow • Looking for someone with strong trade lane development with USA Air and Sea Freight services • Salary: £35K – £40K


jobs


Birmingham-based Key Account Manager (Ref: UK-0094-5) To Look after the operational requirements of high-profile accounts. Requirements to Candidates:


• Good industry knowledge of Seafreight Imports • Demonstrable experience of contributing to quickly-changing priorities • Ability to lead a team providing coaching and mentoring • Strong Knowledge of the Far East Ocean Market advantageous


Dartford-based Ocean Freight Operations Manager (Ref: 280313) To Manage the Ocean Operational activities of a leading Freight Forwarder. Requirements to Candidates:


• Proven experience in ocean freight services at department management level • Established and proven people-management skills • Extensive Customer Service Management implementation with structured SOPs • Recognised Business Management and or Freight / Logistics qualification is beneficial


• Member of a recognised Logistics professional body or Trade Association is beneficial


• Excellent IT skills, especially in operational database (ideally FCL or CargoWise) & MS Office


North-West Business Development Manager (Ref: J683)


• Large Freight Forwarder • Looking for previous sales experience within Freight Forwarding • Working to and achieving targets • Typical routes: US, China and Asia • Salary: Dependent on Experience + excellent bonuses


Our Vertical Market Consultants are...


James Hughes Managing Consultant Alex McMillan John Gallivan Stuart Mounter


United Kingdom Europe


International


Phone: +44 (0)845 00 00 007 Email: james@headfordshipping.com Web: www.headfordshipping.com


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40