Business Development Manager

Key Responsibilities:

- Manage the current assigned portfolio, and mainly develop new customers; secure business and achieve objectives within the Sales Channel (for Ocean, Air Freight, LCL, Customs, Trucking, warehousing, middle miles)

- Build a good understanding and relationship with key and big customers/potential customers to get business opportunities

- Build a good understanding of all service offerings to be able to offer integrated logistics solutions

- Develop customer value propositions for appropriate business opportunities. Strive for consultative sales to distinguish market presence by effectively probing and identifying needs and suggesting solutions to help customers

- Follow direction settings and stay on top of business signals to secure both long-term and short-term opportunities

- Communicate significant trends, price fluctuation and policies to assigned portfolio

- Work closely with Customer Service, Commercial Planning, Product and other related functions to ensure customer needs and market intelligence are updated and communicated. Coordinate and execute commercial approach in response to customer needs and the market situation

- Research and understand the territory/verticals to identify and establish business contacts with potential customers\

- Ensure sales systems and reporting are precise and up to date for management tracking, analysis and planning

Parameters for Success

- Volume and Profitability

- Value added service selling (Logistics & supply chain services)

- Customer Satisfaction.

- Sales Functional Excellence

- More than 5-6 years’ work experience in the shipping and logistics industry

- A good understanding of Contract logistics and Shipping Line products, solutions, network, pricing and terminology

- Deep understanding of the competitive landscape and can adjust approaches to customers as a result

- Proven track record of targeting, pursuing and winning large opportunities, through both personal and collaborative selling efforts, in tendered and non-tendered environments

- Strong presence and ability to communicate/present/consult with C-level decision makers.

- Ability to work independently or work in a team in a fast-paced international environment and cope with large-scale business challenges

- Capable of building strong and lasting relationships and networks at multiple levels, focusing on decision makers and influencers, both locally and internationally

- Well-developed communication, persuasiveness, influencing and presentation skills as well as the ability to do needs evaluation and handle the most common customer objections

- Strong negotiation and project management skills

- Resilient, tenacious and persistent

- Self-motivated and performance-driven

- Fluency in English. Candidates who can speak Chinese will have an advantage.