Mission

This role is responsible for developing and strengthening strategic partnerships with new and existing customers within a leading multinational logistics operator. It drives account growth by designing customer-centric solutions that meet business needs, improve profitability, and expand adoption of value‑added services. The position also monitors market and competitor dynamics to anticipate trends and identify new commercial opportunities across ocean freight and freight forwarding.

Key Responsibilities

- Build and grow strategic customer partnerships across ocean freight and freight forwarding services.
- Lead with agility and adaptability, embracing change and aligning actions with business priorities through active listening and stakeholder collaboration.
- Develop integral account strategies and ensure disciplined execution to deliver sustainable growth.
- Identify and win new customers through targeted prospecting, proactive networking, and internal referrals across the wider organization.
- Define and execute sales strategies to position services effectively within ocean and freight opportunities.
- Deliver agreed revenue targets and margin/yield objectives for assigned accounts.
- Create and maintain robust account business plans, including growth initiatives and commercial priorities.
- Drive sales growth initiatives and competitive pricing approaches while coordinating account strategies globally; engage senior customer stakeholders to assess satisfaction, manage escalations for at‑risk accounts, and stay ahead of evolving customer needs.




- Partner with cross‑functional teams to develop solutions, proposals, and pricing models; participate in customer meetings to refine requirements, strengthen the value proposition, and support closure.
- Own the proposal development and presentation process, ensuring quality and timeliness.
- Ensure accurate, up‑to‑date CRM and pipeline information using established tools and processes.
- Provide weekly reporting on pipeline progression and new business development status.
- Maintain strong commercial leadership by consistently progressing prospects through the sales cycle with professionalism and a customer-first mindset.

Requirements

- Bachelor’s degree (or equivalent).
- Minimum 8 years of sales experience in ocean freight and freight forwarding.
- Experience selling to C‑suite stakeholders is strongly preferred.
- Proven experience in logistics processes, solution selling, and project management; strong understanding of the ocean import process from documentation issuance through final delivery.
- Demonstrated success selling solutions globally to customers of different sizes and complexity.
- Track record of achieving major account targets and planning/executing account strategies.
- Ability to build preliminary account overviews, basic financial/competitive analysis by industry vertical, and quantitative benchmarking (preferred).
- Strong relationship-building and stakeholder management skills.
- Solid strategic planning and sales management capabilities.

📌 Strategic Business Development Executive (Ocean Freight Forwarding) (Barcelona)
🏢 Grafton Recruitment
📍 Barcelona