Business Development Specialist

JOB SUMMARY

• Accountable for leading & managing the field sales efforts to ensure incremental gross & net revenue & market share gains for the Country.
• Successful development and Implementation of global and intra cluster business development strategies to include SME & LLA Strategy
• Manage, direct and enforce field sales organization staffing model
• Supports market leaders in developing local markets and driving growth

RESPONSIBILITIES

• Roll out & Implementation of New Business Model – Drive and support the successful transition of the new sales model and business model.
• Budget Attainment / Field Sales – Monitor, manage and measure the field sales contribution towards the budget attainment.
• Develop, implement & own SME strategy – Develop and implement business development strategy for SMEs to maximize margins and increase revenue growth.
• Gross & Net Revenue Growth – Support close of new business profitable opportunities and work collaboratively with stations to ensure retention.
• White Space Process – Drive the white space process, supporting and promoting local market white space to ensure it gets filled as needed.
• Pipeline Management – Drive the size, quality & accuracy of overall field sales pipeline at a level that allows forecasting of results.
• Field Sales New Business Wins Target – Maintain measures to monitor field sales performance towards goal and make necessary strategy adjustment to achieve new business wins target. This includes consistent review of MTA, opportunity pipeline and hit rate.
• Collaborative Management of the Product, Sector and Trade Lane Strategy – Collaborate and align with the product leaders, sector leaders and trade lane managers to develop Go To Market strategies to support local field sales territories in order to increase new opportunities & incremental revenue.
• BD Support Roles – Drive the inside sales and sales associate staffing model to ensure optimal sales force productivity.
• Cluster Engagement – Collaborative and cooperative engagement with other cluster.

QUALIFICATION & EXPERIENCE

• Diploma or Degree in Business, Marketing, Logistics, Freight Forwarding, or a related field (equivalent experience will also be considered)
• Minimum 2 - 4 years of sales experience, preferably within the logistics or freight forwarding industry
• Strong negotiation, interpersonal, and communication skills