1. Job Purpose
Part of the Commercial Asia Pacific team, we are looking for a Business Development Manager (1) to take the overall responsibility to expand the customer base with medium to high-level customers, focusing mainly on Order Management, International Freight Forwarding and International Hub services globally. (2) To deliver new revenues and contribution margins against defined budget targets from existing (up-selling/ cross-selling) and targeted new customers. (3) To build, develop and manage strong sales pipeline of opportunities through strategic planning and effective management of sales plans, ensuring that they are commercially sustainable, operationally achievable and aligned with the values of our business.
As our new Business Development Manager (Global), you will report to the Sales Head and join our newly established Business Development team – a structure with dynamic people and high aspirations. This position offers a broad range of cross-departmental collaboration with the multiple departments involved in developing the business and securing new contracts to drive our organization forward.
2. Roles & Responsibilities
Accountable for leading, developing, planning, and implementing sales strategy to meet and preferably exceed annual revenues and sales targets as set by the management on an annual basis.
Accountable for actively identifying and pursuing new sales opportunities with existing (up-selling/ cross-selling) and targeted prospective customers.
Accountable for managing strong sales pipeline of opportunities to ensure that sales goals can be met. This includes the qualification of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure that key opportunities move through the sales cycle.
Accountable for developing customer relationships beyond merely transactional decision makers, identifying senior decision makers that recognize that supply chain activities are an integral part of the customers’ strategy, and thereafter are open to value propositions that through solutioning, create demonstrable value.
Accountable for overseeing the development and delivery of commercial proposals and products/ services presentations. This includes the preparation of customer engagements, pursuit plans and storyboards.
Accountable for providing management with relevant and quantified information related to market activities and outlook.
Accountable for working with the onboarding team to ensure flawless implementation of new clients. This includes the setting up of the Standard Operating Procedures, the Business Requirements Document, and the Customer Key Performance indicators.
Accountable for ensuring that Company solutions sold are fully scoped and have robust pre- and post-sales engagement and commitment from internal pursuit team members, enabling flawless execution of the sold value proposition.
3. Requirements:
University Degree or equivalent qualification with minimum 7 years working experience in the logistics environment.
Successful track record in sales environment.
Demonstrate knowledge of key account management.
Knowledge and experience in logistics management, freight solutions, warehousing and distribution and other supply chain-related services.
Customer oriented with the ability to establish strong relationships and interact effectively with customers at various levels.