1. JOB DETAILS:

Job title COC Sales Executive / Sr Executive Grade/ Band: Department: Commercial Location: Reporting: Line Manager Total Number of Direct Reports NIL/ Individual Contributor 2. JOB Purpose:  The COC Sales Executive is responsible for driving revenue growth through the sale of Carrier-Owned Container (COC) freight solutions. The role focuses on acquiring new customers, expanding business with existing accounts, and ensuring optimal utilization of secured carrier capacity 3. KEY RESPONSIBILITIES: Sales & Business Development

Identify and acquire new customers for COC freight services across assigned trade lanes.
Promote COC solutions to existing customers, maximizing wallet share and retention.
Achieving individual and team sales targets for revenue, volumes, and profitability.

Account Management

Manage key customer accounts, ensuring consistent service delivery and satisfaction.
Conduct business reviews with clients, providing market updates and logistics solutions.
Work closely with operations to resolve customer issues and ensure service reliability.

Commercial & Carrier Alignment

Collaborate with the Carrier KAM Lead to align customer demand with carrier allocations.
Provide input on pricing strategies and participate in tender/RFQ responses.
Monitor market rates and competitor offerings to ensure competitive positioning.

Market Intelligence & Reporting

Track customer demand trends, trade lane performance, and market opportunities.
Provide timely sales forecasts, pipeline reports, and customer feedback to management.
Contribute insights on improving carrier partnerships and capacity utilization. 4. KEY PERFORMANCE INDICATORS:
Achievement of COC sales revenue and volume targets.
Utilization rate of secured carrier allocations.
New customer acquisition and retention rates.
Gross profit contribution per account.
Customer satisfaction and repeat business levels. 5. QUALIFICATIONS AND EXPERIENCE:
Bachelor’s degree in business, Logistics, International Trade, or Supply Chain.
5–8 years of sales experience in logistics, freight forwarding, or shipping.
Strong knowledge of containerized freight, COC vs. SOC models, and global trade lanes.
Proven track record in achieving/exceeding sales targets.
Experience in managing tenders, RFQs, and large customer negotiations. 6. PRINCIPLES FUNCTIONAL COMPETENCIES
Deliver Growth
Prioritize Customers
Build for a Better Future
Collaborate to Win
Adopt & Evolve  Selling Skills
Negotiation Skills
Communication Skills
Relationship-building
Customer Management
High integrity
Commercial Acumen focussed on profits

COC Sales

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