Ground & Rail Business Development Manager
2 weeks ago
Location:
Kuala Lumpur, MY
Ground & Rail Business Development ManagerCEVA Logistics provides global supply chain solutions to connect people, products, and providers all around the world. Present in 170+ countries and with more than 110,000 employees spread over 1,500 sites, we are proud to be a Top 5 global 3PL.
We believe that our employees are the key to our success. We want to engage and empower our diverse, global team to co-create value with our customers through our solutions in contract logistics and air, ocean, ground, and finished vehicle transport. That is why CEVA Logistics offers a dynamic and exceptional work environment that fosters personal growth, innovation, and continuous improvement.
DARE TO GROW Join CEVA Logistics, and you will be part of a team that values imagination and continued learning and is committed to excellence in everything we do. Join us in our mission to shape the future of global logistics. As we continue growing at a fast pace, will you "Dare to Grow" with us?
Job Purpose
- Responsible for achieving country growth targets of Ground Product in line with the Ground regional & global strategy.
- Support country product and provide Ground expertise on major opportunities to ensure that customer requirements are fully understood and integrated within solutions.
- Support network sales to launch or extend Ground business in the country.
- Collaborate with Ground country product team to develop capabilities and facilitate CEVA product synergies and upsell.
Key Accountabilities
- Use consultative sales process based upon "needs satisfaction selling" to sell CEVA's Ground and Rail services to assigned/ targeted accounts, to exceed budget.
- Schedule and conduct the number of sales calls per week as mandated, focusing on target accounts, new business, retention of existing accounts, and cold calling where appropriate.
- Maintain and manage several target accounts with opportunity for revenue as approved/directed by Management in consultation with Ground BD Leadership. Visits to these target accounts should be made a minimum of once a month, with contact made via telephone, email or other means throughout the month.
- Input sales activity information into CRM, as directed by Ground BD Leadership in coordination with Ground Product Leadership.
- Work with customer and operations staff to develop standard operating procedures and detailed customer profiles for each new and existing account.
- Assist customers in their inquiries concerning the status of shipments with appropriate departments or overseas offices/agents.
- Prepare quotations as requested by customers and deliver them on the specified date for their review and analysis.
- Participate in biddings, fairs, exhibits, and other functions which may serve as excellent business opportunities for the company.
- Assist in resolving customer complaints and collection of overdue accounts.
- Be the Voice of Customer to the operations and escalate critical resolution items that represent a risk to the business within Ground product.
- Conduct regular presentations of GROUND business to customers for prospection and/or market and business updates.
- Perform other tasks that may be assigned from time to time.
Knowledge, Experience & Skills
Education & Qualifications
- Degree in business or equivalent.
- Fluent in English (written and verbal).
Experience
- Experience of working across the ground and other products in the country.
- Work with customers regularly and provide solutions to them.
- Account management and handling.
Specialist Knowledge & Skills
- In-depth knowledge of the local and international logistics industry.
- Process driven and always seeking for continuous improvement.
- Mature judgement and decision-making.
Interpersonal & Communication Skills
- Strong interpersonal and communication skills.
- Ability to influence and develop relationships at the local level in customer organizations.
- Ability to develop highly collaborative and productive relationships internally.
CEVA Logistics is proud to be an equal opportunity workplace and an affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status or any other characteristic. We are an Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individuals with Disabilities.
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