Business Development Manager Logistics South East

Business Development Manager, Logistics. South East Region

Purpose of the Role:

Source, develop and secure new system groupage, LTL and FTL land business. Working closing with Land Business Unit Management with upfront engagement and collaboration to ensure greater win ratio

Main Tasks & Responsibilities

Operational

• Deliver 3 x salary of gross profit in new business / or equivalent volume targets. Plus retain and grow any assigned existing customers.
• Maintain a healthy pipeline of +A,A,B,C size accounts in excess of £7m sales revenue of Groupage, LTL and FTL (main focus groupage).
• High activity and proactive approach to customer meetings face to face and virtually.
• Identify new potential ‘A+/A, B” customers. Build knowledge and relationships to be included in formal RFQ’s, work closely with Land PSD, Land BU and Branch Management to submit competitive, tailored proposals with value added solutions.
• Regular meetings and dialogue with the Land SMT where required. Share competitor news/developments and detailed feedback on issues preventing new business wins.
• Have regular upfront engagement with Land Business Unit on target accounts.
• Make regular JSV’s with Product specialists and BM.
• Ensure all new customers are provided tariffs.
• Implement new customers following Customer On-Board Process (COP) and completion of SOP and filing of tariff’s.
• Set customers up on the eplatform with on-line bookings.

Customer Services:

• Create mandatory SOP’s for new customers are completed, review with the branch to ensure complete understanding of the customer requirements. If required you may need to retain and grow specified existing accounts

Administration:

• Enter all valid opportunities into CRM - Sales Cloud, with Trade Lane & volume information review pipeline on a regular basis with BU, Head of Sales and appropriate Branch Management. Mandatory to enter all customer meetings in CRM.

Occupational Health & Safety

• Take reasonable care of your own and other people’s Health & Safety in the workplace.
• Report hazards in your work or in your work environment that may be putting your or anyone else’s Health & Safety at risk.

Role Relationships:

• Land BU, other BU’s / Terminals & Branches / SMT / Finance / TM / CST / European colleagues

The Ideal Candidate:

Experience & Knowledge:

Land Business Development Hunter - Minimum of 5 years proven sales track record of gaining new business and successfully working to and exceeding Sales Targets

• Minimum 10 years Freight Forwarding industry knowledge.
• Excellent relationship building and networking skills, identifying major A+, A, B size new business opportunities and ability to close successfully.
• Ability to prioritize, organize and manage time efficiently is essential.

Personal Attributes:

• A Self-starter. Aggressive New Business Hunter, with drive and passion for winning new business.
• High energy ” Can Do Attitude”
• Team Player.
• Good administrator.
• Engagement and collaboration – openness.
• Superb communicator and networker across the Company Network.
• Ability to maintain long term professional relationships.

Qualifications/Education

• Good standard of written and spoken English
• English, Math’s and Geography to a minimum of GCSE standard