Senior Manager-Business Development

2 weeks ago

Klang, Selangor, Malaysia Wefreight Full time
Job description:
Senior Manager-Business Development

Posted on: 20 February 2025

Department: Business Development

Location: Selangor

Experience required: 5 - 10 years

House of Shipping provides business consultancy and advisory services for Shipping & Logistics companies. House of Shipping's commitment to their customers begins with developing an understanding of their business fundamentals. Currently, House of Shipping is recruiting for its client, which is a leading global freight forwarding company.

Job Description

Job title: Senior Business Development Manager

Job Purpose:

The Senior Business Development Manager (SBDM) is responsible for leading the business development efforts within their respective markets, focusing on driving sales, growing revenue, and improving gross profit for a larger portfolio of clients. In addition to developing and maintaining key client relationships, the SBDM may oversee a team that includes junior business development officers and/or pricing officers, ensuring alignment with company objectives. The role involves managing high-value customer accounts and coordinating closely with other branches to drive global opportunities. The SBDM will also play a crucial role in supporting trade lane development and raising the profile of the client as a trusted service provider.

Key Responsibilities:

  1. Leadership and Portfolio Management:
    • Lead business development efforts for a larger portfolio of clients, ensuring revenue and gross profit growth meet or exceed targets.
    • Manage and mentor a team that may include junior business development officers and/or pricing officers, providing guidance, support, and feedback to achieve overall team success.
    • Act as a point of escalation for key accounts and high-value customers, ensuring client satisfaction and retention.
    • Monitor team performance and conduct regular evaluations to identify opportunities for development and improvement.
  2. Sales and Business Development:
    • Develop and implement sales strategies to drive new business opportunities across SME and large businesses.
    • Continuously secure new business opportunities, with a focus on meeting monthly/annual revenue and gross profit targets for the broader portfolio.
    • Generate leads, pursue potential clients, and register opportunities in the CRM system.
    • Ensure all customer data and sales visits are accurately recorded in the ERP-based CRM.
    • Drive strategic trade lane development by identifying key trade opportunities and increasing traffic on these lanes.
    • Work with internal trade lane teams to promote the company's offerings in key lanes to both new and existing customers.
    • Develop and execute growth strategies to enhance profitability and increase market share in critical trade lanes.
  3. Market Representation & Promotion:
    • Represent it as a senior market leader, actively promoting the brand to customers, vendors, and industry stakeholders.
    • Lead efforts to raise awareness of its services in the marketplace, positioning the company as a reputable and reliable provider.
    • Promote core trade lines and consolidation products to maximize profitability for both existing and new customers.
  4. Collaboration and coordination with other branches:
    • Collaborate with other branches globally to align trade lane strategies and support cross-border business opportunities.
    • Lead joint sales efforts with other branches, managing large-scale customer accounts and cross-region opportunities.
    • Actively share and identify business opportunities across its network to drive company-wide success.
  5. Strategic Planning & Market Analysis:
    • Identify and assess market opportunities, designing strategic approaches to secure new business and expand the portfolio.
    • Lead weekly/monthly sales meetings, sharing insights on market trends, customer needs, and competitive intelligence.
    • Gather market intelligence to help develop global strategies and contribute to its overall growth.
  6. Operational Collaboration:
    • Work closely with Operations and Customer Service teams to ensure the successful execution of customer SOPs.
    • Support the operations team in delivering high-quality services to meet customer expectations and achieve business goals.
  7. Financial and Administrative Support:
    • Collaborate with the receivables team to follow up on outstanding customer payments.
    • Provide feedback from customers to management regarding the products and services, ensuring continuous improvement.

Key Performance Indicators (KPIs):

  1. Achievement of larger monthly/annual sales and gross profit targets.
  2. Growth of the overall client portfolio and development of new revenue streams.
  3. Successful leadership and development of direct reports (if applicable).
  4. Performance and growth of key trade lanes.
  5. Successful coordination of joint sales efforts with other company branches.
  6. Timely and accurate CRM data management and reporting.
  7. Conversion rate of high-value sales visits into revenue-generating business.

Key interactions (Internal | External)

External: Customers | Trade summits |

Internal: Sales & BD | Direct reports | Finance | HR | Operations | Management | other Branch offices

Education requirements: Bachelor's degree in business, Sales, Marketing, or a related field.

Background and experience: Experience in freight forwarding or logistics is a requirement.

Competencies and skills:

  1. Minimum 5-7 years of experience in business development, with at least 2 years in a senior role, preferably in the freight forwarding or logistics industry.
  2. Proven track record of managing large client portfolios and delivering substantial revenue and profit growth.
  3. Experience in managing or mentoring a sales team.
  4. Strong understanding of trade lane development and working within a global network.
  5. Leadership and team management skills, with the ability to motivate and guide direct reports.
  6. Excellent communication, negotiation, and relationship-building skills.
  7. Strategic thinking and market analysis capabilities.
  8. Ability to work independently while managing a larger portfolio of responsibilities.
  9. Proficiency in using CRM and ERP systems to manage sales activities and customer information.
  10. Cross-regional collaboration skills for coordinating with global branches.

Core Competencies:

  1. Strong leadership with a focus on team development and performance.
  2. Customer-focused and results-driven.
  3. Commercially minded with a strong drive for profit generation and business growth.
  4. Ability to effectively promote and sell products and services across regions.
  5. Collaborative team player with cross-departmental and cross-regional coordination skills.

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