Objectives and Summary:
As Business Development Manager at a. hartrodt, you will play a pivotal role in driving growth and expansion within the international freight forwarding industry.
61 Build, expand, and maintain customer relationships (new and existing customers), promoting customer loyalty in the A and B customer segments.
61 Ensure a quantitatively and qualitatively high-quality sales pipeline to guarantee the achievement of new business.
Essential Functions:
Conduct and manage the complete a. hartrodt sales process, including:
61 Establishing, expanding, and nurturing individual customer relationships based on a 360-degree customer view in consultation with the local Sales Manager and the Regional Sales Manager.
61 Identifying and marketing a. hartrodt products for new targets, and existing customers.
61 Developing an understanding of customer requirements or challenges and presenting solutions or options to ensure they are met.
61 Initiating contact and thoroughly qualifying prospects (cold calls), including detailed preparation for customer meetings.
61 Analyzing target customers within the assigned sales territory and portfolio.
61 Acquiring new/target sales leads based on the target customer analysis within the assigned sales territory and portfolio.
61 Negotiating, creating, and executing service offers and contracts, including documentation of quotes, RFQs, and RFIs, and presenting them to the customer in consultation with management.
61 Creating customer-specific SOPs and assisting in the implementation of new business.
61 Negotiating payment terms and service contracts with customers in consultation with management.
61 Regularly reviewing profitability and optimizing customer offerings based on goals and benchmarks.
61 Redesigning and situationally adapting and optimizing transport flows.
61 Complete activity and sales reporting via CRM system.
61 Closely cooperating with Inside Sales for customer support and transfer in accordance with customer segmentation.
61 Collaborating with internal stakeholders and subject matter experts to optimize customer retention and development.
61 Regular training and continuing education on relevant topics to improve logistics processes for customers.
61 Participating in tenders/customer inquiries for internal coordination and support in rate determination and adherence to the internal tender process, including responsibilities of the Account Owner.
61 Regularly evaluating and reviewing personal KPIs and new business goals, making appropriate adjustments to ensure goal achievement.
61 Situationally escalating problems to the next management level.
61 Other tasks as required by General Management Sales/branch management.
Education and Experience:
61 Minimum of 5 years of experience in the freight forwarding industry.
61 Bachelor’s degree in related field or combination of education and experience
61 Extensive knowledge of import/export processes and laws
61 Fluent English both in written and speaking
61 Strong communication and negotiation skills
61 Proficiency in Cargowise One or a quick learner in mastering CRM systems.
61 Analytical skills and the ability to compile and present performance data.
61 Proactive attitude and a team player.
61 Excellent organizational and time management skills.
Additional:
The responsibilities associated with this job will change from time to time in accordance with the Company’s business needs. More specifically, the incumbent may be required to perform additional and/or different responsibilities from those set forth above.
The above declarations are not intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be such a listing of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job.
Management retains discretion to add or change duties of this position at any time.