COC Sales

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

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

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.

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.

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.

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