B2B Sales

# SM – B2B ## Company Overview *Not specified.* ## Job Summary The **SM – B2B** role at ShipGlobal involves owning and expanding the company's B2B freight segment within a designated region. The candidate will be responsible for developing a robust pipeline of clients, managing segment-specific pricing strategies, and building a competitive positioning grounded in the economics of heavy freight. This role requires a proactive, field-oriented approach to drive revenue growth, chargeable weight volume, and segment maturity, contributing directly to the company's rapid growth in the cross-border logistics space. ## Responsibilities - Own and grow the **B2B segment** in your region, targeting MSMEs, sourcing agents, trading companies, manufacturers, and exporters shipping commercial freight. - Build your **own pipeline** through outbound prospecting and **field visits**; this is a proactive "hunt" role rather than inbound. - **Qualify accounts** accurately at the point of contact, ensuring adherence to weight and volumetric thresholds critical for B2B operations. - Develop and **own segment-specific pricing** based on chargeable weight within company guidelines. - Build **competitive positioning** rooted in the real economics of heavy freight, avoiding generic eCommerce messaging. - Identify accounts that **outgrow B2B** and facilitate their transition to the Enterprise team for continued service. - Build and **manage a team** of B2B Account Managers and Field Executives. - Drive **growth in revenue and chargeable weight volume**, maintaining a clean and qualified pipeline. ## Qualifications - 5–8 years of experience in **B2B sales, freight, or commercial logistics**. - Working knowledge of **chargeable weight/volumetric pricing** and **commercial shipment documentation**. - Proven experience in **field sales** and client prospecting. - Strong understanding of **heavy freight economics**. - Excellent **communication and negotiation skills**. - Ability to **qualify and manage accounts** effectively. - Educational qualifications: **Bachelor’s degree** in Business, Logistics, Supply Chain, or related fields preferred. ## Preferred Skills - Existing **relationships with MSMEs, trading houses, or manufacturers** in the region. - Experience competing based on **freight economics** rather than just service features. - Exposure to **account "graduation" processes**, transitioning mature accounts to larger service teams. - Strong **networking and field presence** capabilities. ## Experience - 5 to 8 years of relevant experience in **freight sales, logistics, or related B2B sectors**. - Demonstrated success in **building pipelines, closing deals, and managing accounts** in a competitive environment. ## Environment - The role involves a **hybrid work environment** with significant **field activity** including client visits and prospecting. - Location specifics are **not provided**, but the role requires **field presence** and **regional travel**. - The work setting is dynamic, fast-paced, and requires adaptability to different client environments. ## Salary *Not specified.* ## GrowthOpportunities - Opportunity to **own and scale** a key segment within a rapidly growing logistics company. - Potential for **advancement into larger regional or enterprise roles** based on performance and segment growth. ## Benefits *Not specified.*