Business Development Manager - Freight Management

Job Purpose

The Business Development Manager is responsible for developing and managing their own portfolio of Freight Management customers, focusing on attracting new customers, developing existing accounts and identifying new commercial opportunities. The role has direct responsibility for achieving individual Revenue and Gross Profit targets, building a sustainable commercial pipeline and driving profitable business growth by promoting and selling DP World solutions according to customer needs. The position requires an active market presence, the development of long-term commercial relationships and close collaboration with the internal Operations, Pricing, Tender Management and Finance teams and the other DP World commercial structures.

Key Accountabilities

· Actively identifies, prospects and develops new customers and business opportunities in the Freight Management market.

· Builds and maintains a healthy commercial pipeline, in line with individual and departmental targets.

· Plans and carries out regular visits to customers and prospects, identifying logistics needs and development opportunities.

· Understands the business, supply chain and requirements of customers and, together with the internal teams, develops commercial solutions tailored to them.

· Promotes the full relevant portfolio of DP World services and identifies cross-selling opportunities across DP World products, countries and entities.

· Follows up on leads received from within the DP World organisation and ensures timely feedback and follow-up.

· Works with DP World commercial teams in other countries, as well as with KAM/GKAM and other relevant structures, to develop cross-border and global opportunities.

· Coordinates the commercial process for their own opportunities: qualification, RFQ/tender, pricing, quoting, negotiation, follow-up and closing.

· Negotiates commercial terms with customers within their level of authority and pursues a sustainable level of profitability.

· Works with Operations, Pricing, Tender Management and the other relevant functions to develop and implement the solutions offered to customers.

· Ensures proper handover of won business to the operational teams and follows up its implementation from a commercial perspective.

· Maintains an active relationship with customers after the business is won, monitors their satisfaction and intervenes commercially when risks or opportunities are identified.

· Manages and develops the allocated customer portfolio with the objective of increasing Revenue, Gross Profit and customer retention.

· Monitors the commercial performance of the portfolio accounts and identifies measures to increase volumes, Revenue and Gross Profit.

· Works with the Finance department to monitor the financial situation of the portfolio and supports the debt collection process.

· Keeps commercial information, opportunities, visits and sales activities up to date in the CRM, in line with DP World standards.

· Monitors the market and competitors and shares relevant information that can contribute to the commercial strategy and positioning of DP World.

· Complies with the commercial policies, pricing rules, credit management, compliance and other DP World procedures applicable to their activity.

· Performs other tasks and responsibilities, in line with the nature of the position and their area of competence, assigned by the direct manager or, in their absence, by the person designated to replace

them. Ensures they are completed within the agreed deadlines and provides timely updates on progress, any difficulties or the need to revise the agreed deadlines.

Qualifications and Experience

· Completed higher education, preferably in Economics, Commerce, Logistics, Transport or other fields relevant to the position.

· Courses or certifications in sales, negotiation, logistics or Freight Management are an advantage

· Minimum 3 years of B2B sales experience, preferably in Freight Management, Logistics or Transport.

· Experience in business development, acquiring new customers and managing a customer portfolio.

· Experience in commercial negotiation and developing customer relationships.

Skills

· Good knowledge of MS Office and CRM.

· English - advanced level; other foreign languages are an advantage.

· Advanced knowledge of the Freight Management, Logistics and Transport market.

· Knowledge of Ocean, Air and Road transport services.

· Results-oriented and focused on achieving commercial targets.

· Very good communication, negotiation and sales skills.

· Customer-oriented, with the ability to identify customer needs.

· Analytical skills, initiative and the ability to identify business opportunities.

· Organisational, prioritisation and customer portfolio management skills.

· Ability to collaborate and work effectively in cross-functional teams.

· Ability to use advanced expertise to manage complex situations effectively.

· Demonstrates a high level of autonomy and provides support, guidance and expertise to colleagues

· Ability to contribute to initiatives with a significant impact on the department’s results

· Ability to effectively manage rapid change, multiple priorities and demanding situations.