Regional Manager, Cross Border

6 months ago

Subang Jaya, Malaysia Ninja Van Full time

Ninja Van is a tech-enabled logistics company on a mission to provide hassle-free delivery services for businesses of all sizes across Southeast Asia. Launched in 2014, we started operations in Singapore and have become the region's largest and fastest growing last-mile logistics company, partnering with over 35,000 merchants and delivering more than 1,000 parcels every minute across six countries.

At our core, we are a technology company that is disrupting a massive industry with cutting-edge software and operational concepts. Powered by algorithm-based optimisation, dynamic routing, end-to-end tracking and a data-driven approach, we provide best-of-class delivery services that delight both the shippers and end customers. But we are just getting started We have much room for improvement and many ideas that will further shape the industry.

The South East Asia Sales Office (SEASO) exists to assist the organization achieve its Revenue and Diversification by providing Cross Border logistics services to our clients via 2 main methods:
1. Directly acquiring and retaining Regional B2B and B2C clients who engage with the organization across multiple countries

2. Enabling our Country Sales Teams with the capabilities to execute Cross Border Sales

The Regional Manager, Cross Border (Commercial Products, Freight Forwarding) is part of the Malaysia B2B Sales team within SEASO, and reports to the Team Lead of SEASO.

Our primary customers are SMEs trade/retail/wholesale businesses, focusing on export lanes from Malaysia to rest of the world, and mínimally focusing on clients importing in bulk into Malaysia.

**Responsibilities**:

- Identify and suggest go-to market strategy and client segments suitable for Ninja’s B2B business
- Work with Ninja’s country teams to value extract B2B volume opportunities and cross sell B2B solutions to our existing client base
- Take the lead on responding to RFQs and Tenders from high vale/ key clients
- Prepare sales pitches and materials for business presentations and proposals leading to sales closure
- Expand the relationships with existing customers by continuously proposing solutions that meet their objectives
- Accompany salespersons to client meetings to assist in successfully closing and converting leads
- Drive results by engaging with Cross Border team to achieve revenue targets
- Provide constant inputs to internal stakeholders on improving business processes, products and pricing decisions, through feedback received from clients
- Liaise with local country teams, ops team, XB country ops, biz ops, finance ops, and opex team to ensure client’s business requirements are adequately fulfilled
- Be accountable for achieving assigned both individual team B2B revenue targets
- Assist in designing commission schemes for the sales team to reward positive sales behavior
- Ensure daily updates are input by salesperson in CRM System on customer visits & sales pipeline progress
- Identify and assess training and development needs for the team
- Report progress of sales pipeline and leads to senior management and suggest commercial and operational improvements to maximize revenue growth

**Requirements**:

- Minimally a bachelors' degree in any field, with 5-6 years experience in supply chain, freight forwarding, consolidation or international trading
- Good grasp and understanding of SEA’s B2B cross border landscape and client segments
- Strong project management skills paired with proactive behaviour to stay on top of multiple deadlines and achieve aggressive revenue targets
- Ability to direct and guide a team to achieve collective revenue targets
- Exposure to working across geographies, teams and individuals of different cultures
- Able to influence and negotiate with others using active listening and persuasion skills
- Possess a positive attitude when dealing with complicated, trouble shipper issues
- Able to communicate clearly, both orally and in writing
- Proficiency in Mandarin is preferred as the role requires managing Mandarin-speaking clients

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