3 questions to Richard Hartlief, Senior Sales Manager Benelux at Seven Senders

Meet Richard, our passionate Senior Sales Manager for the Benelux, who brings nearly 13 years of expertise in the parcel delivery industry to Seven Senders. Driven by a deep enthusiasm for logistics and a talent for connecting with people, Richard excels in building strong relationships with clients.

In this interview, he shares insights into his role, his approach to crafting successful sales strategies, and the trends shaping the future of B2B logistics in the Benelux region. Get ready to learn from a seasoned professional whose energy and dedication leave a lasting impression on everyone he meets!

Please describe your job as Senior Sales Manager Benelux at Seven Senders!

As a Senior Sales Manager, my primary focus is acquiring new business for Seven Senders. With nearly 13 years of experience in the parcel delivery industry, I’ve built a network where I can introduce Seven Senders as a strong alternative to current logistics setups (warm acquisition).

In addition, I attend networking events and fairs, give presentations, and conduct extensive outreach - via LinkedIn, email, and other channels - to connect with new potential customers (cold acquisition).

The best part of my job is seeing a potential customer get as enthusiastic about our logistics solutions as I am about forming a new collaboration.

I’ll never forget one particular meeting I once had with a prospect. During the conversation, he picked up my business card, looked at it, then looked back at me and asked, “Is it your company? You talk about it with such passion - as if it’s yours.” That was a real compliment and a moment that stuck with me.

In your experience, what are the key factors that drive a successful sales strategy in the logistics sector?

One key factor is understanding an online retailer’s needs from multiple angles. During different phases of the sales process, I often engage with people from various departments - each with their own priorities and stakes in the process. This might include logistics, marketing, or finance/procurement teams.

Each team has its own goals and targets, which can sometimes even conflict with one another. The challenge is to fully understand all these perspectives and still deliver a solution that works for everyone involved.

"The key to a successful sales strategy is understanding every angle of an online retailer’s needs—logistics, marketing, and finance. It’s about finding the best solution that aligns with all their goals, even when those goals may seem to conflict."

What trends are currently shaping the B2B logistics industry, and how do you see them affecting the Benelux region?

Compared to other European regions, online retailers in the Benelux have long focused on serving European consumers. While COVID-19 accelerated online sales growth - particularly in cross-border markets - many Benelux e-commerce shops had already started exploring Europe years before the pandemic.

One major trend, I see, is the increasing use of local carriers in countries with significant volumes. This strategy helps retailers stay ahead of the competition by improving service levels, pricing, and delivery speed.

Another trend is the renewed interest among Benelux online retailers in re-entering the UK market. After many retailers closed their UK operations around late 2019 or early 2020, there’s growing recognition of the market’s huge potential. With the right partnerships, customs no longer need to be as challenging as they were in early 2021, shortly after Brexit.

Thank you for your time, dear Richard!

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