1. Purpose of the Position
The Sales Officer is responsible for generating new business, developing and maintaining customer relationships, achieving assigned sales and gross-profit targets, and promoting the company’s freight forwarding, cargo, courier, transportation, customs clearance, warehousing, and related logistics services.
The position is responsible for managing opportunities from initial prospecting and RFQ receipt through quotation, negotiation, shipment confirmation, customer follow-up, and after-sales service.
2. Key Duties & Responsibilities
Sales & Business Development
Identify and approach new potential customers in Kabul and other assigned markets.
Generate new business through field visits, calls, emails, referrals, networking, and other sales activities.
Promote air freight, sea freight, road freight, courier, customs clearance, warehousing, domestic distribution, and project logistics services.
Maintain and reactivate existing and dormant customer accounts.
Identify cross-selling and upselling opportunities within existing accounts.
Conduct regular customer meetings and understand upcoming shipment requirements.
RFQ & Quotation Management
Obtain complete shipment information before requesting pricing, including origin, destination, commodity, weight, dimensions/CBM, Incoterm, pickup/delivery address, mode of transport, and required scope.
Coordinate with the Pricing Department to obtain competitive rates.
Review quotations before submission to ensure the requested scope is properly covered.
Clearly communicate inclusions, exclusions, validity, transit time, routing, free time, and other important commercial conditions to customers.
Follow up on every submitted quotation until it is won, lost, cancelled, or postponed.
Record reasons for lost quotations and provide feedback to management and Pricing.
Customer Relationship Management
Maintain regular contact with existing customers and develop long-term business relationships.
Act as the commercial point of contact for assigned customers.
Follow up on customer satisfaction after shipment completion.
Coordinate customer complaints or service issues with Operations and relevant departments.
Ensure customers receive timely and professional responses.
Internal Coordination
Coordinate closely with Pricing, Operations, Customer Service, Finance, and other relevant departments.
Provide Operations with complete customer instructions and agreed scope once a shipment is confirmed.
Ensure there is a proper handover from Sales to Operations.
Avoid making commitments to customers regarding rates, transit times, customs, or operational arrangements without internal confirmation.
Support Finance with customer payment and outstanding receivable follow-up when required.
Market Intelligence
Monitor competitors, market pricing, customer requirements, and logistics trends.
Identify new industries and customer segments with potential logistics requirements.
Report significant market opportunities, competitor activities, and customer feedback to the Sales Team Leader/Manager.
3. Sales Reporting & CRM
The Sales Officer shall:
Record all leads, customers, RFQs, quotations, meetings, calls, and follow-ups in the approved CRM/system.
Maintain an updated sales pipeline.
Submit daily/weekly activity reports as required.
Submit weekly RFQ and quotation status reports.
Prepare monthly sales performance reports.
Maintain accurate customer contact and account information.
Provide forecasts for expected shipments, revenue, and gross profit.
Report lost business together with the reason for loss.
4. Key Performance Indicators (KPIs)
Performance shall be measured against approved targets, including:
Monthly revenue target
Monthly gross-profit target
Number of new customers acquired
Number of active customers
Existing-customer retention/reactivation
Number of customer visits/meetings
Number of qualified leads generated
RFQs received
Quotations submitted
Quotation-to-shipment conversion rate
Gross profit per shipment/account
Sales pipeline value
Customer follow-up performance
CRM/reporting accuracy and timeliness
Customer payment/collection support
Customer satisfaction and repeat business
Specific numerical targets should be established separately by Sales Management according to territory, customer portfolio, and company annual targets.
5. Authority & Accountability
The Sales Officer is authorized to:
Approach and develop prospective customers.
Present approved company services and commercial proposals.
Negotiate within approved commercial limits.
Request pricing and operational solutions internally.
Escalate customer requirements and commercial opportunities to management.
The Sales Officer shall not independently approve below-margin pricing, credit terms, exceptional discounts, contractual commitments, or operational conditions outside the authority delegated by management.
6. Required Qualifications & Experience
Bachelor’s degree in Business Administration, Marketing, Logistics, Supply Chain Management, or a related field.
Minimum 1–3 years of relevant sales experience; logistics, freight forwarding, cargo, courier, or supply-chain experience is preferred.
Understanding of air, sea, and road freight services is highly desirable.
Basic understanding of Incoterms, shipping documentation, customs clearance, and freight quotations.
Good command of English and Dari/Pashto.
Good knowledge of MS Office and CRM/sales reporting systems.
Strong written and verbal communication skills.
7. Core Competencies
Sales and business development
Customer relationship management
Negotiation and closing skills
Commercial awareness
Freight and logistics knowledge
Customer-service orientation
Target-driven approach
Problem-solving
Professional communication
Teamwork and internal coordination
Accurate documentation and reporting
Time management and follow-up discipline
Integrity and accountability
8. Expected Conduct
The Sales Officer must maintain confidentiality of company rates, customer information, agent quotations, margins, contracts, and other commercial information.
The employee is expected to act professionally and ethically, protect the company's commercial interests, follow approved pricing and credit policies, and avoid making unauthorized commitments to customers.
9. Reporting Line
The Sales Officer reports directly to the Sales Team Leader / Sales Manager and works closely with Pricing, Operations, Customer Service, Finance, and Management.
10. Other Responsibilities
The Sales Officer shall perform other sales and business-development duties assigned by the Sales Team Leader, Sales Manager, or Management that are reasonably related to the position.
