Business Development Manager
2 weeks ago
Objectives of the Position
The Business development manager (BDM) is responsible for increasing gross profit and market share while developing ongoing relationships with new and existing customers. Responsible for gaining new clients and developing existing client business in line with Rhenus Air & Ocean's growth strategy and the country's sales budget and targets. Responsible for prospecting new customers and closing new business within the medium-large size segment (B, C & D accounts). You will leverage all Rhenus logistics services, with an emphasis on the ocean, air, warehousing, and customs brokerage.
Principle AccountabilitiesEffectively executes sales activities and maintains a pipeline to generate revenue to meet or exceed net revenue goals and expectationsUnderstands market conditions and competitive landscape to provide efficient and effective modes of transportation solutions for the customerWin, retain and develop customers through sales activities by actively setting the appointments for face-to-face sales meetings with customers and following the schedule laid by inside sales.Develop and execute a successful territory management strategy that expands Focal Point’s customer base and achieves bookings and revenue targetsEstablish a detailed, comprehensive understanding of Focal Point’s capabilities, service offerings, value proposition, market positioning, selling strategy and process, as well as our competitors and key differentiatorsCultivate productive relationships with key personnel in current and targeted accounts.Identify, engage, qualify, develop, and win new clientsManage, support, and grow relationships with existing clients as a consultative sellerResearch targeted accounts and clients using internal and external resources, capturing and using gathered information to drive data-driven outreach and follow-up communications.Planning and expendituresProactively coordinate with other Focal Point resources to drive sales cycles, meet company objectives, and exceed client expectations.Key personnel include:
Subject Matter Experts.Practice LeadershipSales ManagementMarketing Department
Understand industry landscapes and follow trends that impact our client's business risk, strategic decision-making, and budgetProvide accurate sales pipeline updates and sales forecastsProactively populate and maintain all information in Sugar CRM; and complete sales status updates, reports, and related administrative deliverables.Significant experience with enterprise sales, with both strategic planning and in day-to-day execution, specifically including:
A proven performance record with demonstrated year-over-year metricsA successful record of meeting or exceeding sales goals
Ability to take personal ownership of professional goals and achieve clear monthly, quarterly, and annual targetsStrong ambition and charismatic sense of urgencyEnergetic networker and relationship-builderAbility to work with and effectively coordinate across extended internal teamsExcellent, professional written and verbal communication and interpersonal skills.Demonstrated ability to meet $3-5M yearly sales quotas, and maintain a pipeline of at least $6MUtilize market data and develop sales strategies to increase MNC and Global customer baseMaintain a thorough knowledge of products and services offered by the companyTravel throughout assigned territory to meet with regular and prospective customersAble to develop and maintain strong business relationshipsProvide pricing, and credit terms and prepare sales contracts for orders obtainedProvide activity reports and sales plans for the assigned territoryActively participate in aggressive sales and skills trainingAdhere to all requirements outlined in the Sales PolicyStrategic/analytical thinker while tactically strongOther duties as may be assignedEducation & Work Experience Requirements/Skills
Excellent organizational skillsExcellent written and verbal skillsExcellent presentation and interpersonal skillsThorough knowledge of transportation industry logistics and freight forwardingThorough knowledge of successful sales techniquesStrong presentation skills including knowledge of Power Point, Microsoft Office suiteDetail-oriented, able to multitask and meet deadlinesSelf-motivated, able to work in a team and independentlyMust have a valid driver’s license and safe driving recordCollege degree preferred1-5 years of successful sales experience in the freight forwarding, logistics, and or transportation industryExperience with CMS systemValues a diverse and inclusive work environmentStrong ability to establish and manage relationships with varying levels of stakeholdersDemonstrate competence in conflict management, decision making and strategic planningGood working knowledge of FF services, supply chain, including ocean & air (export & import)Familiar with incotermsLocated within 300 miles proximity of the sales territoryWillingness to travel
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