Industry: Business Development
Location: Singapore
Job Description:
This is a leading global logistics provider with majority of its market share comprising of Japanese clients. Revenues are in excess of $20b USD annually. To expand rapidly in the global freight forwarding market, it is essential to activate and expand sales activities under the non-Japanese client portfolio. The APAC Business Development Director would work in a global sales position within the company to achieve growth in non-Japanese client portfolio. This person would possess strong leadership skills, self-motivated attitude, strong passion for aggressive sales and the ability to develop new business from scratch in a global environment. This person would report to the Group General Manager / Global Head of Business Development.
Key Responsibilities:
Identify and develop new potential non-Japanese global accounts, through a developed sales process that operates across borders and use best developed industry practice, to achieve success.
Majority focus on Freight forwarding and related activities. Industry specialization is good.
Develop pricing strategies and get internal alignment on costs versus market rates to win business, but understanding and communicating any potential risks, to the business stakeholders.
Develop and execute business development strategy to penetrate potential non-Japanese global accounts, utilizing CRM, Pipeline management, account maps and superior relationship skills.
Identify opportunities for campaigns, services, and distribution channels to leverage the global account sales strategy.
Define long term organizational strategic goals to grow and retain the existing accounts.
Establish strong, multi-level, win/win relationships with the account, including main decision makers and take full commercial ownership of the account.
Drive cross regional and global sales teams to strengthen the relationship with the target global accounts at all the levels and geographies.
Deliver revenue and P&L targets for all the new global accounts, subject to countries being open with profitability.
Work closely with Mid and Senior level management, regional executives to manage all the customer activities for the global business development and align with the commercial teams and strategies.
Work closely with the Global Forwarding and Logistics teams to accommodate and develop the service through continuous feedbacks from client and design customized solutions for complex business models of global clients
Coach and mentor country and regional teams where needed.
Drive RFQ and tender strategies Globally / Regionally in targeted accounts, to position Company to win, whilst balancing country dynamics and capabilities.
Requirements:
Degree caliber
Proven track record of business development with over 15 years of experience in global account and general sales within in the freight forwarding industry
Superior knowledge about market, competitor, and industry trends
Strong aptitude towards business development; business process, its application and how to make it happen within Company.
Very Strong analytical and presentation skills
Proven manage negotiation and tender process
Self-motivated and takes initiative
Builds strong and lasting relationships at all levels
Permission to work in Singapore preferred
Mobility to travel as may be required
Strong people management and team building skills
Virtual team management skills
RFQ management skills