Senior Manager - Business Development - Trade Lane Development - Third Party Logistics Firm

Hiring a Sr. Manager - Business Development - Trade Lane Development (Asia-Europe) for one of the 3rd Party Logistics Company based out in Mumbai

Requirements :

Designation: Senior Manager- Business Development

Reports to: Managing Director

Function- Sales and Marketing

Location: Mumbai

Qualification: Graduate in any discipline,MBA preferable

Tradelane- Europe

Exp: 9 to 13 years of Exp

Role :

1. Business Development - Focus - Europe

- Plan and perform regular sales calls to develop trade lane business opportunities

- Achieving agreed financial and individual country trade lane volume KPI's.

- Perform market intelligence activities covering pricing, market positioning, service development and prospect identification.

- Working closely with trade lane partners, establish trade lane development teams and develop a robust Trade Lane Development Plan

- Map developments with each customer and devise action plans

- Develop new customers and key accounts while maintaining existing customer base

- Campaign or dissemination of information on vertical products, like automotive and Hi-Tech in Europe

- Liaison and collaborate with various cross functional teams for sending differential / preferential airlines pricing both prime and deferred and FSC / SSC updates every month for air inbound Europe to India

- Liaison and collaborate with various cross functional teams to send both differential / preferential shipping line pricing both prime and deferred and BAF, origin charges & haulage.

2. Network Development

- Supports trade lane development by acting as a central point of contact and internal - pipeline- coordinator to all trade lane partners.

- Create business case note for every win and send along with the SOP to the respective regions product manager.

- The role assumes a strong understanding of freight forwarding, proven sales expertise and the ability to cooperate cross functionally.

- Assist and support local and overseas sales organization

-Propose specific policies, standards, remunerations and instructions (SOPs) in all aspects of cooperation with overseas partners and communicate to concerned parties.

- Encourage cross cultural interaction and ensure delegations and visits to India and Europe

- Develop a good sales push to increase the pipeline to achieve business targets.

- Build credibility and strong lines of communication to ensure there is a good sales pull

- Establish sales lead exchange program and tracking of progress

- Represent company when and wherever required (trade association meetings, unofficial get-togethers with Europeans etc) and promote services and products of the Group.

3. Commercial Planning

- Ensure competitive pricing though active communication and negotiations with both local suppliers and regional product partners. Drive the pricing across ocean and air freight lines.

- Develop the Trade Lane Strategy & Establish and circulate MSR (Minimum selling rates ) for the Trade Lane

- Assists in securing sales-leads for network-controlled business in line with the trade lane development plan.

- Ensuring RFQ/RFP's are received and attended on time and support RFQ teams for successful closure

- Develop concepts & strategies with the goal of increase cargo & financial results on the route(s)

- Plan, develop and implement attractive products & services on the Route (s) together with product managements and operational units

- Responsible for volume and pricing to be fixed on the TLD program.

4. Leadership and Team Management

- Drive the regional team to ensure a strong brand orientation and sales consciousness.

- Develop sales capability by ensuring up skilling and cross skilling of sales personnel by identifying and executive various training and developmental interventions

- Identify and develop high potentials internally (as well as potential hires externally) to build strong second line leadership to ensure robust sales contribution.

- Allocate resources productively based on costs as well as targets

- Review the sales team performance based on the productivity and take corrective action to maximize sales productivity

- Identify attract and deploy the right talent from competition based on business requirement and budgets allocated

Behavioral Competencies

1.Core

- Client Focus & Customer

- Drive, Initiative & Energy

- Teamwork

- Flexibility & Resilience

- Process Orientation

- Achievement Orientation

2. Managerial

- Commercial & Business Acumen

- Critical Judgment & Decision Making

- Engaging & Developing Others

- Emotional Intelligence

Key Performance Indicator

1. Sales Target - 25% of Pan India Target for Gross Profit. - 80%

2. Sales Reports & MIS Monthly updates - 5%

Daily CRM Updation

3. Ensure 100% collections as per the credit period SLA - 10%

4. Team Management -5%