Business Development Manager (BDM)

SUMMARY:

To manage the generation of new business within your designated industry vertical through actively marketing the company and establishing long term business relationships with target accounts. To sell the company’s primary products and supply chain solutions locally and internationally by following a structured sales approach (SPPM)

POSITION INFO:


To manage the generation of new business within your designated industry vertical through actively marketing the company and establishing long term business relationships with target accounts. To sell the company’s primary products and supply chain solutions locally and internationally by following a structured sales approach (SPPM)

• Primary role is to prospect, develop and manage new business opportunities through networking, cold calling and identifying potential new business
• Responsible for an IV's growth profit and revenue growth
• Sustains the growth of the company's business by establishing new business relationships within a particular industry vertical
• Continuously taking initiative and being innovative within aspects of a particular industry vertical
• Clear communication both internally and externally (Product heads and our Agents)
• Present and consult at senior management level on business trends with a view to developing new service offerings
• Ensure that bids/tenders/RFQ's/RFE's/RFP's are attended to and captured into CRM for all your team's initiatives
• Maintain an in-depth knowledge of the company's complete service offering, while ensuring clients’ needs are always met
• Identify new ideas by researching within and outside the industry and attending related events
• Business Development - acquire new business with a focus on Medium, Large, Multinational and Global accounts
• Manage and report on the client’s profitability, revenue and YOY numbers
• Customer Relationship Management (CRM)
• Management and Research - market intelligence
• Tender / RFQ/RFP management - where applicable

Financial

• Manage Industry verticals P L, if applicable
• Financial responsibility of team members (cell phone allowance, fuel cards, e-toll) should anyone reporting to you
• Manage your own Sales Target

Performance Indicators

• Monthly and YTD performance against targets
• Value Added Activities and Increased Service Offerings
• Cost saving initiatives
• Industry vertical growth, where applicable
• Skills development
• KPI and performance dashboard
• Risk Compliance
• Utilise the CRM system optimally
• Secondary Education: Matric (Grade 12)
• B Degree or relevant Post Graduate Qualification
• At least 5 - 10 years Sales Experience, preferably in the 3/4 PL and/or Freight Forwarding Industry. Demonstrable ability to manage and lead a team is an advantage
• Strong sales experience and ideally has worked in a business development role. Solid working knowledge of sales, business development and strategic selling methodologies. Proven track record in Freight Forwarding, Clearing, Contract Logistics and/or 3/4 PL. E2E Supply Chain experience.
• Intermediate MS Office and CRM capabilities
• Driver’s License (Code 08)

Abilities:

• Critical Thinking - Using logic and reasoning to identify the strengths and weaknesses of alternative solutions to problems
• Supply Chain understanding - the ability to come up with solutions for certain supply chain scenarios
• Operations Analysis - Understand operations and then have the ability to analyse a client’s needs and relay this back to business in an effective manner
• Active Learning - Understanding the implications of new information for both current and future problem-solving and decision-making.

Competencies

Knowledge:

• Sales and Marketing - Ability to promote and sell the company's products or services while following the sales process and strategy.
• Customer and Personal Service - Knowledge of principles and processes for providing a high level of customer service. This includes customer needs assessments, monthly / quarterly reviews and the evaluation of customer satisfaction.

Job Requirements:

• Reliable and responsible with the ability to work unsupervised at times.
• Attention to detail when completing work tasks
• A willingness to lead, take charge and offer opinions and direction
• A willingness to take on responsibilities and challenges
• The ability to think outside the box (innovate) and look for solutions that will meet the client’s needs.




 

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