Develop and manage a Ro-Ro customers portfolio, identifying opportunities, prospecting, and ensuring customer loyalty through regular interactions (phone, digital, or in-person).
Sell tailored solutions and promote the full range of Group products and services (including specialized offers) with strong focus on Ro-Ro, in compliance with pricing and commercial policy, while promoting Group image and services.
Contribute to the Commercial Action Plan, ensuring proper customer segmentation, execution of sales initiatives, and accurate reporting of activities.
Gather and analyze market intelligence (competitive rates, customer feedback, business opportunities) and ensure commercial data is updated in Group systems.
Support financial performance by monitoring customer accounts, contributing to payment follow-up and debt recovery, and aligning sales with budget objectives.
Represent the Group professionally, maintaining strong relationships with customers, agents, and partners, and participating in commercial events where relevant.

Proven B2B sales and business development experience, ideally in shipping, freight forwarding or logistics.
Strong prospecting and pipeline management skills (cold calls, customer visits, networking, digital channels).
Solid negotiation skills on rates, terms and volumes, in line with Trade/Lines and pricing guidelines.
Ability to prepare, present and follow up commercial offers and tenders, with focus on volume, revenue and margin.
Good understanding of container shipping and short‑sea services (schedules, transit times, incoterms, basic tariffs and surcharges), and particularly Ro-Ro.
Strong customer orientation and consultative selling approach, able to identify upselling and cross‑selling opportunities.
Proficiency with CRM and sales reporting tools to monitor activity, pipeline, hit ratio and commercial KPIs.

Sales Development Professional

Key skills