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Business Development Manager - Multi Modal Freight Forwarding
Salary £60K plus Company Car - or Car Allowance
North - Manchester to North East and down to Midlands
The Role:
The purpose of this job is to contribute to the success of the business by effectively initiating and driving incremental sales in a professional, value adding and customer focused manner by:
Contributing towards gross profit budgets
Increasing gross profit and volumes to achieve economies of scale and service reliability
Partnering with and provide accurate and timely information that ensures process and administration efficiencies
Ensuring our value proposition is matched with the client’s expectations and service commitments are defined and agreed prior to implementation.
Partnering with the network to increase gross profit and volume in key trade lanes
Responsibilities:
Analysing and identifying target clients based on annual turnover, Industry segment, key trade lanes, proven system connectivity, growth mode, senior management relationships.
Provide ongoing market feedback and evidence of competitor pricing to ensure ongoing competitive pricing
Provide market feedback on product offering and solution design to develop offering to stay ahead of the market
Meet regularly with Line Management to review Sales Pipeline and Opportunities and identify where Offering and Value Added Services, can be promoted
Ensure a solid understanding of:
SWOT analysis of key competitors and where the Company can present a competitive advantage
Key competitors’ overseas partners in key trade lanes
Changes in legislation which impact on the industry
Service options and pricing in key trade lanes
Our end to end value proposition to include upstream value added services and downstream capabilities
Ensure >9 client visits / conference calls per week occur and reported using our Global CRM system
Maintain a personal Sales Pipeline Value and Segmentation to ensure hit rate is delivered
Achieve a Hit Rate of >20%
Actively generate >4 new sales leads per month for the network
Convert client’s leads to GP in line with agreed objectives
Increment and maximise new business opportunity to their full potential by gaining all trade lanes and volume growth in portfolio of services
Develop the agreed product mix between Ocean, Air and Road
Deliver new business GP in line with personal targets set, aligned with the global standard of Return on Cost
Skills and Experience:
Develops Sales Leads
Qualifies Prospects with Standard Probes
Makes Persuasive Presentations
Commits Time and Effort to Ensure Success
Maximizes Results by Partnering As A Customer Advocate
Adapts Approach to Different Buying Audiences
Develops Comprehensive Product Knowledge to Be a Credible Resource
Adapts Approach to Different Buying Audiences
Licences: Drivers Licence (car)
Other: Selling skills courses
Global forwarding & selling experience: 5 years minimum with evidence of proven sales delivery
Apply Vicky
