3PL Sales & Contract Negotiator

Description

We are looking for a skilled 3PL Sales & Contract Negotiator to join our team. This role is crucial in driving new business acquisition, managing pricing negotiations, and renegotiating existing contracts with customers. You will be responsible for crafting customized solutions for new customers, while also revisiting and adjusting terms (especially pricing) for existing contracts to ensure they remain competitive, profitable, and aligned with market conditions.

Key Responsibilities:

1. New Business Development & Sales:

• Identify and engage potential customers in need of 3PL services, such as transportation, warehousing, inventory management, and fulfillment.
• Build and manage a pipeline of prospects through direct outreach, networking, and collaboration with the marketing and sales teams.
• Conduct in-depth needs assessments and deliver customized logistics solutions, leading to the closure of new contracts.
• Negotiate pricing, terms, and service agreements, ensuring favorable outcomes for both customers and the company.

2. Contract Negotiation for New Clients:

• Lead the negotiation process for new contracts, ensuring that terms, pricing, and service levels are tailored to the customer’s logistics needs while maintaining company profitability.
• Work with internal teams (finance, legal, and operations) to structure competitive and sustainable pricing models for new business.
• Customize contracts to include key performance indicators (KPIs), service level agreements (SLAs), and delivery schedules that meet customer requirements.
• Finalize contracts, ensuring that all terms are legally sound and align with the company’s business goals.

3. Renegotiating Existing Contract Pricing & Terms:

• Renegotiate pricing and contract terms for existing customers to ensure that the contracts remain profitable and aligned with current market conditions.
• Analyze current contracts to identify opportunities for price adjustments based on rising costs, market fluctuations, or changes in the client’s logistics needs.
• Collaborate with account managers and operations teams to identify areas where pricing or service levels may need to be updated (e.g., for volume increases, transportation changes, or new service offerings).
• Ensure that any pricing adjustments are justified, clearly communicated, and in line with both customer expectations and business profitability.
• Work to renew and extend contracts while ensuring that revised terms meet both the client’s and the company’s evolving needs.

4. Customer Relationship Management:

• Develop and maintain strong, long-term relationships with new and existing customers to ensure satisfaction and loyalty.
• Engage with customers proactively to understand their changing needs and identify opportunities for new services or contract updates.
• Address any concerns or issues related to renegotiated terms, service delivery, or pricing, finding win-win solutions that foster continued collaboration.
• Serve as the primary point of contact during the negotiation and renegotiation phases, ensuring clear communication and expectations on both sides.

5. Pricing Strategy & Analysis:

• Develop competitive pricing models for both new and existing clients, analyzing cost structures, customer needs, and market trends to determine optimal pricing.
• Conduct regular pricing reviews to ensure that contracts are in line with operational costs, market conditions, and competitor pricing.
• Collaborate with finance and operations to ensure that pricing models are sustainable and in line with business profitability goals.
• Use data-driven insights to propose price adjustments and create pricing strategies that balance customer satisfaction with profitability.

6. Contract Lifecycle Management:

• Oversee the entire lifecycle of contracts, from new business negotiations to renewals and renegotiations, ensuring smooth transitions and continued alignment with customer needs.
• Monitor contract performance, ensuring service delivery aligns with SLAs and pricing agreements.
• Manage contract amendments and updates as needed, ensuring that any changes (e.g., pricing, terms) are clearly documented and agreed upon.

7. Internal Collaboration & Cross-Functional Coordination:

• Work closely with the sales, operations, finance, and legal teams to ensure contract terms are achievable and that renegotiations are aligned with internal capabilities and goals.
• Provide ongoing training and support to the sales team regarding contract terms, pricing structures, and negotiation tactics.
• Collaborate with the customer service team to ensure smooth implementation of renegotiated terms and customer expectations.

8. Performance Monitoring & Reporting:

• Track and report on the success of new contract signings, renegotiated contracts, and adjusted pricing terms.
• Provide regular updates to senior management on contract performance, customer satisfaction, and the impact of pricing adjustments on profitability.
• Use CRM systems and other tools to track customer interactions, sales progress, and contract statuses.

Qualifications

• Experience: 5 years of experience in sales and contract negotiation within the 3PL, logistics, or supply chain industry.
• Sales Expertise: Proven success in new business development, including lead generation, needs analysis, and closing deals.
• Contract Negotiation: Strong experience in negotiating pricing, service terms, and contract renewal/renegotiation with clients, especially in the 3PL industry.
• Pricing Strategy: In-depth knowledge of 3PL pricing models, including factors like volume, transportation modes, warehousing, and value-added services.
• Customer Relationship Management: Ability to develop and maintain strong relationships with both new and existing customers, fostering loyalty and trust.
• Problem-Solving Skills: Ability to address challenges or issues that arise during contract renegotiations and propose practical solutions.
• Legal & Compliance Knowledge: Understanding of contract law, service level agreements (SLAs), and legal compliance as they relate to pricing and service terms.
• Analytical Skills: Ability to analyze market trends, cost structures, and customer data to inform pricing and contract decisions.
• Communication Skills: Exceptional written and verbal communication skills, particularly in explaining complex pricing structures and contract terms.
• Tech-Savvy: Familiarity with CRM software (e.g., Salesforce), contract management tools, and office software (Excel, Word).

Preferred Qualifications:

• Experience with logistics management software or contract management platforms (e.g., SAP, Icertis, etc.).
• Knowledge of supply chain management or specific logistics services like inventory management, warehousing, and transportation.

Key Deliverables for Success:

• Successful acquisition of new clients through effective sales and contract negotiations.
• Renegotiation of existing contracts, ensuring pricing and terms remain competitive and profitable.
• Strong customer relationships that foster long-term partnerships and minimize churn.
• Achievement of sales and contract renewal targets, with clearly defined KPIs and performance metrics.