Business Development Manager
Salary undisclosed
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Simplified
Objectives
- Identify strategic customers in assigned industry sectors
- Develop and manage relationships to all stakeholders (internal and external)
- Determine strategies to build & execute profitable and sustainable business
- Drives achievement of KPIs and manages and improves IP performance in assigned sectors
- Identify strategic customers, develop and maintain sustainable relationships
- Lead I customer meetings/sales visits (potential and existing) and present company capabilities
- Identify and develop sales leads
- Drive market profiling and customer/competitor research & analysis activities to understand and identify market opportunities and challenges
- Ensure effective pricing strategies are developed to sustain profitable growth
- Responsible for achieving Customer business targets and KPIs
- Take ownership and partner with internal and external stakeholders to coordinate customer requests and services that are being promoted
- Identify customer’s needs to secure new business and work on improving customer satisfaction
- Collaborate and coordinate with internal stakeholders (including but not limited to pricing, operations, sales and IP sector heads) to ensure customer service excellence
- Lead the development of competitive and consistent response to customer inquiries, RFI, RFQ, RFP
- Lead analysis of complex tender requirements and organize and coordinate the involvement of required stakeholders to submit professional proposals and win business
- Manage customer needs, inquiries and complaints
- Lead in engagements and strategic customer interfaces
- Implement business development plans and processes to achieve targeted customer growth and retention rate, revenue targets and budgets
- Analyze and interpret competitive landscape and identify opportunities in assigned sectors
- Provide customers specific advice/information to Country IP Head to facilitate business performance review & evaluation
- Analyse profitability of existing business as well as internal and external market conditions, market shares and business goals to identify improvement opportunities
- Provide input and develop commercial strategies including planning, key initiatives, systems, tools and budgets considering business strategy, financial and operational objectives to achieve targeted market positioning
- Support Country IP Head to devise, fine tune and implement overall Business Development strategy and directives
- Maintain good communication and working relationship with others functions
- Comply with QHSE procedure and regulation
- Actively participate in all QHSE program
- Regularly enhance quality or value of existing business development methods and techniques and resolve problems that may not be clearly defined
- Independently develop solutions and proposals for customer’s complex project requirements
- Monitor and where needed lead customer communication for commercial and operational matters
- Recommend and give expert advise to implement best in class commercial and operational practices + knowledge sharing
- Ensure the development and maintenance of the customer database and its use for identification and segmented targeting of global customers and prospects for IP
- Coordinate sales efforts with inside sales and provide flow of data on account competitors and suppliers to product management
- Travel for meetings and operational matters when needed
- Education background minimum Bachelors Degree
- Experience in Freight Forwarding / Project Logistics (min. 8 years)
- Experience in Project Logistics at management level (min. 5 years)
- English Fluency both in writing and speaking
- Computer Literacy is a must
- Results oriented without compromising Respect
- New Business Development and Account Management
- Commercial mindset / sales forecasting / price setting
- Project management and stakeholder management
- Presentation, Storytelling & Communication skills – written and spoken and information sharing
- Interpersonal skills and social competence
- Influencing and Negotiation
- Planning, organizing, controlling
- Business Processes –know-how
- Analyzing skills and analytical thinking