Business Development Manager - Freight Forwarding

Job Purpose Statement
- Drive individual assigned sales budget based on accounts planning and expectation for growth, across assigned focused Verticals
- Drive sales campaign towards assigned customer segmentation and sales territory
- Execute sales process to generate business in line with sales planning
- Conducting joint-visits with Product, Trade Lane Development, Pricing, Team member to support customer retention; business acquisition or specific sales & marketing campaign
- To collaboratively work with respective departments and stakeholders to assure the successful business implementation process
- To support the adherence to SOP and conflict resolution within sales account ownership.
- To conduct related market survey and giving insights when required
- To maintain data quality in Hellmann's system
- To take up additional tasks where appropriate
Key responsibilities
Strategy & Steering
- Define sales strategies (in line with and based on respective Geo's and Products' strategies)
- For accounts in own book of business: Prepare, execute, monitor and continuously improve account strategies/development plans/business plans
- For accounts in own book of business: Conduct sales forecasting, planning, and budgeting processes and prepare corresponding reports on account status
- For accounts in own book of business: Deliver personal sales plan in CRM and Corporate Planner
- Adhere with and execute sales strategy and sales as provided by global/ regional/ country sales leadership
- Adhere with and execute binding guidelines and standards on sales-related structures and processes
Product Development & Pricing
- Support Products in enhancement of product/service portfolio and corresponding pricing (e.g. identify business opportunities based on customer needs feedback, deliver commercial feedback from market/customers to Products)
- Drive and support Products regarding individual product design for customers
- Create written offers and offer/service presentations for the customer in alignment with Products
Customer acquisition & implementation
- Identify potential new customers (e.g. through Internet research, support from Lead Generation plan) and develop them (schedule/prepare/carry out and follow up customer visits, collecting opportunities and new tender leads, asking customers for new business)
- Identify and convert sales opportunities in collaboration with Products (e.g. determine the customer's requirements, conduct customer workshops, drive opportunity assessment to ensure most promising leads are being pursued)
- Enhance existing customer relationships with the goal to retain and expand HWL business
- Generate tender leads and support timely delivery of compelling and value generating proposals (e.g. ensure that invitations to tenders are communicated timely to relevant stakeholders)
- Maintain effective customer records in CRM system (opportunities, visits etc.)
- Negotiate contracts within commercial and operational parameters defined by Product and in close alignment with Products and Geos (e.g. involvement of operational managers responsible for coordinating and fine-tuning the operational processes when negotiating conditions, establishment of service level agreements and standard operating procedures)
- Ensure renegotiation of prices if necessary (triggered by Product; within boundaries given by product)