Business Development Manager

Maersk Group

Job Purpose

The Business Development Manager (BDM) is a commercial customer facing role that will support the wider sales team to deliver the Contract Logistics services in line with the Integrator strategy.

The BDM will play an active role in managing and expanding a personal customer portfolio as a function of business needs.

The purpose of the role is to deliver planned levels of business (Contract Logistics) from new and existing direct accounts, with a clear focus on strategically aligned verticals products.

Responsibilities

New Customer Development

·       Generate Maersk Contract Logistics pipeline and being a door opener for new opportunities as well as managing the day-to-day customer relationship.

·       Accountable for the delivery of the Maersk Contract Logistics from a new customer portfolio through the sale of Maersk solutions and focus on Profitable Growth

·       Accountable for developing and executing complex solutions for identified customer pain points and collaborating with all relevant product owners to ensure meeting customer expectations. 

·       Accountable for ensuring that contracts/ agreements/ SOP’s for all customers within the portfolio comply with guidelines, are comprehensively documented, maintained and appropriately communicated to all relevant Maersk Contract Logistics parties. 

Creating and Executing Customer growth strategies

·       Accountable for creating and maintain customer strategies with a clear focus on pains and needs aligned with Maersk Solution design.

·       Accountable for identifying of and pursuit of potential customers in line with the vertical direction and strategy.

·       Accountable for the “Upselling” process within the assigned territory, whereby ‘non-Controlled’ shippers and network derived sales leads are comprehensively pursued.

 ‘Ways of Working’

·       Accountable for ensuring that commercial processes, guidelines, tools, and procedures are adopted without exception.

·       Supporting CRM Open sales pipeline is sufficiently robust to ensure delivery of required Closed Won targets, whilst simultaneously ensuring an adequately strong platform for delivering result performance in the coming financial result period

·       Accountable for ensuring that periodically introduced sales campaigns to drive focused development of the Sales portfolio are executed within the territory scope.

·       KPIs and objectives agreed on an annual basis in conjunction with direct manager.

Who we are looking for

·       Experience in a customer facing commercial role, within the Contract logistics industry.

·       A high level of understanding of logistics and forwarding products, solutions, and terminology, in the local market.

·       Proven track record of targeting, pursuing and winning opportunities, through both personal and collaborative selling efforts.

·       Proven track record in a matrix, multi cultural organisation, building strong relationships and networks both locally and internationally.

·       Well developed communication, persuasiveness, influencing and negotiation skills.

·       Has strong consultative selling and questioning skills

·       Demonstrable ability to handle most common customer objections.

·       Self Motivated and performance driven.