Field Sales Specialist Air & Ocean

Location: Prato, Italy

We are looking for an experienced Field Sales Specialist – Air & Ocean with a strong commercial background in international freight forwarding and logistics.

The successful candidate will be responsible for developing Air & Ocean business opportunities, strengthening the existing customer portfolio, acquiring new clients, and supporting the profitability of assigned accounts.

The role involves close collaboration with operational, financial, legal, and international network teams.

Key Responsibilities

Business Development and Portfolio Management

• Retain, strengthen, and develop the assigned customer portfolio, ensuring high levels of customer satisfaction and loyalty.
• Acquire new customers through prospecting, networking, market analysis, and business development activities.
• Identify commercial opportunities within the Air Freight and Ocean Freight markets.
• Promote Air & Ocean services and tailored logistics solutions.
• Implement commercial activities in line with the company’s sales strategy and agreed targets.
• Prepare and present customised commercial proposals based on customer requirements.
• Support tender and RFQ processes in collaboration with Front Office Management, Middle Office, and other relevant functions.
• Participate in industry events, networking initiatives, sponsorships, and other business-development activities.
• Maintain an accurate and up-to-date sales pipeline.

Customer and Operational Coordination

• Support the definition of Standard Operating Procedures based on customer expectations and agreed service requirements.
• Provide Customer Operations Support with the commercial and operational information required to manage customer accounts effectively.
• Ensure that customer-specific requirements and procedures are clearly communicated to Middle Office and operational teams.
• Monitor the implementation of customer commitments in coordination with the relevant internal functions.
• Exchange commercial and business information with the international network.
• Provide Finance with the information and documentation required for customer account-opening procedures.
• Act as a commercial point of contact for assigned customers, coordinating internal stakeholders when necessary.

Financial, Contractual, and Profitability Support

• Prepare commercial documentation and support the drafting of customer contracts in accordance with company policies and applicable regulations.
• Involve the Legal department when contractual, regulatory, or risk-related support is required.
• Identify potential commercial, financial, or operational risks and promptly escalate them to the relevant stakeholders.
• Provide commercial data and market insights to support budgeting and forecasting activities.

Reporting and Performance Monitoring

• Prepare regular reports on sales activities, customer visits, pipeline development, and business performance.
• Maintain accurate customer and opportunity information within the company’s CRM systems.
• Participate in internal coordination meetings and business reviews.
• Analyse individual and portfolio performance together with the line manager.
• Monitor progress against assigned sales targets and agreed KPIs.
• Share relevant commercial, financial, and operational information with internal stakeholders.

Requirements

• Proven commercial experience in freight forwarding, international transportation, or logistics.
• Strong knowledge of Air Freight and Ocean Freight products, markets, and operational processes.
• Demonstrated ability to acquire new customers and develop existing accounts.
• Experience in commercial negotiations, tenders, RFQs, and customer proposals.
• Ability to analyse margins, account profitability, and commercial performance.
• Strong communication, negotiation, presentation, and relationship-management skills.
• Results-driven, proactive, and customer-focused approach.
• Ability to work independently while collaborating effectively with operational, financial, legal, and international teams.
• Good organisational and time-management skills.
• Fluency in English.
• Availability to travel within the assigned territory.
• A valid driving licence.

What We Offer

• Work location: Prato
• CCNL: Logistica, Trasporto merci e spedizioni
• Contract type: Permanent
• Working model: Hybrid
• Working hours: Full-time
• Gross Annual Salary (RAL): Starting from €40,000
• Variable compensation linked to individual performance and business results
• Company car, according to company policy
• Flexible and hybrid working arrangements
• Life insurance
• Medical insurance
• Meal vouchers worth €8 per working day
• Corporate benefits platform
• Well-being programmes supporting physical and mental health
• Personalised career and skills-development opportunities
• A continuous learning environment supporting personal and professional growth
• Exposure to international logistics operations and cross-functional collaboration
• An inclusive culture focused on diversity, innovation, safety, and continuous improvement

The final compensation package will be determined based on several factors, including

professional experience, technical knowledge, skills, qualifications, and overall suitability for the role.

Our Commitment

CEVA Logistics is committed to creating an inclusive working environment where every employee and candidate is treated with fairness, dignity, and respect.

Employment decisions are based on objective, job-related criteria, including skills, competencies, qualifications, experience, and potential.

We welcome applications from people of all backgrounds and are committed to equal opportunities and pay equity for work of equal value.

Ready to take the next step in your career? Apply now and join our international Air & Ocean team in Prato.