Business Development Manager - Freight Forwarding

Position Title: Business Development Manager

Functional Area: Sales

Location: Bangalore/ Chennai

Candidate Profile

Educational Qualification: Graduation

Work Experience: 5-7 Years

Industry Type: Logistics and Supply Chain

Role Overview:

Pre-Selling:

- Travels to customer sites for face-to-face meetings to gather information about their businesses and identify opportunities for solutions.

- Customizes standardized presentation templates with customers' information to illustrate benefits of solutions to customers.

- Performs pre-call analysis (e.g., research account history, shipping details, complaints, etc.) to prepare for sales calls.

- Research resources (e.g., current customers, periodicals, competitors etc.) to identify sales opportunities and obtain contact information.

Selling:

- Achieve monthly target in Volume and GP from existing and new biz.

- To meet the monthly target of KPIs, including GP target, No. of sales and service calls to be done and convert customers each quarter as per target.

- Sales Lead monitor & management and follow up with individual / joint calls with superior.

- Responds to internal sales leads from various sources to identify sales opportunities and create a sale strategy.

- Assesses previous sales calls to determine action plans for subsequent visits.

- Research existing account history to obtain background information and identify and prioritize large sales opportunities.

- Maintains and monitors records of customer information and account performance to track sales performance to objectives.

- Presents solutions to customers to gain approval of proposals and move forward with the sales cycle.

- Submits customer pricing requests to Pricing Analysts to generate new or revised price quotes.

- Negotiates with internal groups (e.g., Pricing, Revenue Management, etc.) to create proposals and move forward with the sales process.

- Analyses price quotes to verify accuracy and determine how to propose the solution to the customer.

- Setting up SOP to satisfy customer complaints and collaborates with operations to implement accounts with special needs to adequately handle customers' shipping needs.

- Collections Support to Commercials, including completing all formalities including credit appraisals and approvals on time.

- Ensure all rate queries for LSH customers are having all requisite inputs like nature of goods, MSDS, temperature range required, classification under DGR/ Narcotics etc.

- Ensure the customer is well informed about all the relevant shipment milestones.

Post Selling:

- Facilitates research of customer complaints (e.g., late deliveries, damages, billing questions, etc.) to determine appropriate resolution personnel, discusses complaints with personnel to determine corrective actions and resolutions.

- Facilitates the drive for debt recovery from Customers in conjunction with F & A

- Facilitates proper on-boarding of new customers based on BD guidelines.

- AD-hoc tasks will be assigned by Department Head.