We are looking for a Senior Commercial Analyst to join our team. The professional will act as a key driver in the company’s commercial development through active prospecting, reactivation of inactive customers, management of the existing customer portfolio, and leading consultative and technical sales processes, ensuring achievement of the initial sales target. Support the sales manager in executing commercial strategies, lead the support team, and drive continuous improvements in processes and Salesforce CRM usage. At JWM, we value teamwork grounded in objectivity and professionalism, ethical and integrity-based relationships, human-centered values, and belief in what we do. We seek individuals who identify with our principles and values, are committed to customer satisfaction, embrace innovation, enjoy learning, and wish to grow with us. **Here’s what you’ll find:** * Competitive salary and benefits aligned with market best practices; * Welcoming and inclusive work environment; * Professional training and development; * Collaborative and respectful culture; * A growing company offering professional growth opportunities; * Commitment to diversity and inclusion; * Recognition and quality of life; * Convenient location with on-site parking. **Do you identify with this? Join us now and apply!** **Responsibilities and Duties** **1. Prospecting, Business Development, and Consultative Sales** * Identify and engage qualified leads in strategic segments. * Conduct comprehensive diagnostics of customer needs, applying data-driven consultative sales methodology, risks, timelines, and logistics processes. * Present customized solutions with technical clarity and focus on value generation. * Build and manage a robust sales pipeline, prioritizing opportunities by revenue potential and ensuring forecasting accuracy. **2. Technical Sales (Logistics Products and Solutions)** * Master the logistics services offered (road, air, warehousing, special cargo, dedicated services, OEA, control towers, among others). * Translate technical requirements into clear client-facing solutions, including operational capacity, regulatory standards, SLAs, KPIs, compliance, and risk analysis. * Participate in technical meetings, understanding complex operations and sector-specific nuances. * Ensure alignment with the operations team to validate feasibility and operational viability of commercial proposals. **3. Commercial Negotiation** * Lead negotiations focused on value, margin, and contract sustainability. * Build arguments based on data, benchmarks, volume, and logistics costs. * Balance customer expectations, operational capacity, and profitability. * Support the sales manager in strategic negotiations and contract reviews. **4. Reactivation of Inactive Customers** * Map lost opportunities and volumes. * Develop consultative strategies to re-engage customers. * Reduce churn through tailored action plans aligned with each customer’s profile. **5. Management of Active Customers (Retention and Expansion)** * Maintain ongoing relationships, including in-person visits and periodic follow-ups. * Identify upsell and cross-sell opportunities using a consultative approach. * Monitor performance KPIs, SLAs, and critical issues jointly with the operations team. * Develop retention and portfolio growth plans with monthly targets. **6. Performance Metrics and Action Plans** * Monitor individual and portfolio targets (revenue, conversion, opportunities, forecast). * Prepare analytical reports to support decision-making. * Execute action plans in cases of target deviations or performance decline. * Present metrics periodically to the manager and commercial team. * Prepare analytical reports to support decision-making. * Execute action plans in cases of target deviations or performance decline. * Present metrics periodically to the manager and commercial team. **7. CRM – Salesforce (Governance and Performance)** * Maintain CRM accuracy above 95%. * Manage pipeline, stages, tasks, and conversion rates. * Support creation of automations, workflows, and Salesforce best practices. * Train the support team on proper tool usage. **8. Support to the Sales Manager** * Contribute to strategies, targets, and commercial expansion plans. * Participate in strategic meetings presenting analyses and insights. * Act as liaison across internal departments to ensure execution of sold solutions. **9. Operational Coordination of the Support Team (without formal management responsibility)** * Team: 1 Assistant | 1 Associate | 1 Intern * Assign tasks, guide priorities, and monitor deliverables. * Ensure ongoing training in CRM, commercial routines, and internal processes. * Serve as a technical and behavioral reference for the team. **10. Continuous Process Improvement** * Identify commercial and operational bottlenecks. * Propose and implement improvements aimed at productivity, conversion, and quality. * Support internal training and standardization of commercial workflows. Job KPIs * Monthly revenue: BRL 800,000.00. * Sustainable portfolio growth. * Proposal and opportunity conversion rate. * Customer reactivation rate. * Customer satisfaction (NPS). * CRM accuracy. * Support team performance. * Quality of proposals and negotiations. **Requirements and Qualifications** (D) Currently pursuing a Bachelor’s degree in Logistics, Business Administration, Engineering, or related fields; (O) Minimum 6 months’ experience in commercial or sales roles; (D) Minimum 2 years’ experience in commercial or sales roles. (O) Mandatory (D) Preferred **Additional Information** Health insurance at no cost to the employee Dental insurance at no cost to the employee Meal allowance or food voucher: BRL 35.00 Transportation allowance Life insurance Profit-sharing program (PLR) Total Pass ICPP (Professional Development Incentive Program) Wellness Program (psychological support and workplace gymnastics) On-site parking Hello, **we are JWM**, a Brazilian company whose mission is to provide high-performance logistics solutions, adding value to our customers’ logistics chains and contributing to the development of our country. **Since 1995, we have operated in the market building strong partnerships, earning and maintaining our customers’ trust through excellence in service and continuous innovation.** We operate a diverse and modern fleet, equipped to meet various logistics needs—from simple pickups and deliveries to complex and dedicated operations such as transporting specialized parts and materials. Our vehicles include sustainable options, such as CNG and electric models, reflecting our commitment to sustainability. **Moreover, we continuously invest in technology and employee development, ensuring efficient processes, operational safety, and service that exceeds expectations. We hold SASSMAQ and ISO 45001 (occupational health and safety) certifications, demonstrating our commitment to quality, socio-environmental responsibility, and employee well-being.** At JWM, we don’t just transport cargo—we deliver trust, partnership, and customized solutions, contributing to every customer’s success.