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 Sealand 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.
The Business Development Manager (BDM) has accountabilities in 3 main areas, New and Existing Customer Development, Creating and Executing Growth strategies, embracing and championing the Sealand Sales “ Ways of Working”
1. New and Existing Customer Development
Accountable for the delivery of the Cluster Logistics and Services GP targets from new and assigned existing customer portfolio through the sale of Sealand 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 for all customers within the portfolio comply with guidelines, are comprehensively documented, maintained and appropriately communicated to all relevant Sealand and relevant Maersk L&S parties.
2. Creating and Executing Customer growth strategies
Accountable for creating and maintain customer strategies with a clear focus on pains and needs aligned with Sealand 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