Business Development Manager

Business Development Manager

Role Purpose

The Business Development Manager (BDM) is a commercial customer facing role that has overall responsibility for the commercial and financial development of Direct customers portfolio, within a defined segment (Retail/FMCG/Technology/Automotive/Reef), through promoting and selling Hamburg Sud's Ocean & extensive logistics and services solutions. The BDM will play an active role in managing and expanding a personal customer portfolio as a function of business needs.

The purpose of the role is to deliver planned levels of business (Ocean/ L&S Growth) mainly from new direct accounts, with a clear focus on strategically aligned trade lanes and products. The focus on new acquisitions will be on export trades whereas existing share of business growth is expected to be delivered through additional services and will be based mostly on import clients.

Principal Accountabilities/Responsibilities

The Business Development Manager (BDM) has accountabilities in 3 main areas, New Customer Development, Creating and Executing Growth strategies, embracing and championing Hamburg Sud's "Buy your side"

New Customer Development

• Accountable for the delivery of the Cluster Ocean & Logistics and Services GP targets from a new customer portfolio through the sale of Hamburg Sud's product solutions and focus on selected trade lanes, and effective Book of Business management

• Accountable for developing and executing complex solutions for identified customer pain points and collaborating with all relevant product owners to ensure meeting customer expectations.

• Accountable for supporting the resolution of customer issues, including collaboration with customers to resolve escalated issues, DSO resolutions and ensuring commitments to volumes are met (with proactive interventions in the event of deviation from agreements, and renegotiations thereafter, where necessary)

• Accountable for ensuring that contracts / agreements/ SOP's for all customers within the portfolio comply with guidelines, are comprehensively documented, maintained and appropriately communicated to all relevant Hamburg Sud and relevant Maersk L&S parties.

Creating and Executing Customer growth strategies

• Accountable for creating and maintain customer strategies with a clear focus on pains and needs aligned with Hamburg Sud's products and services and predefined trade lanes

• Accountable for identifying of and pursuit of potential customers in line with the vertical direction and strategy

• Accountable for the "Upselling" process within the assigned territory, whereby 'non–Controlled' shippers and network derived sales leads are comprehensively pursued

Hamburg Sud Sales 'Ways of Working'

• Accountable for ensuring that commercial processes, guidelines, tools, and procedures are adopted without exception.

• Accountable for ensuring that the CRM Open sales pipeline is sufficiently robust to ensure delivery of required Closed Won targets, whilst simultaneously ensuring an adequately strong platform for delivering result performance in the coming financial result period

• Accountable for ensuring that periodically introduced sales campaigns to drive focused development of the Sales portfolio are executed within the territory scope

Skills & Experience

• Experience in a customer facing commercial role, ideally within the logistics industry

• A high level of understanding of logistics and forwarding products, solutions and terminology, in the local market

• Proven track record of targeting, pursuing and winning opportunities, through both personal and collaborative selling efforts

• Proven track record in a matrix, multi cultural organisation, building strong relationships and networks both locally and internationally

• Well developed communication, persuasiveness, influencing and negotiation skills

• Has strong consultative selling and questioning skills

• Demonstrable ability to handle most common customer objections

• Self Motivated and performance driven