Trade Lane Development (Senior or Manager)

Location: Ho Chi Minh City

Employment Type: Full-time

About the Opportunity

On behalf of our international client we are hiring a Trade Line Development (Senior or Manager) to support their Freight Solutions. Our client is a well-known company specialised in the maritime and logistics industry. With almost 200 years of establishment they have built a reputation for integrity consistency reliability and excellence which we constantly seek to protect and grow in our business today and in the future.

Joining the team as a Trade Line Development you will be responsible for delivering the budgeted Freight Solutions revenue and gross profit. You will be supported by a collaborative group of logistics supply chain and procurement professionals all working together to drive growth. This position will also demonstrate Freight Solutions value through discovery presentations collaboration with senior leadership and ultimately negotiating and winning new business.

Key Responsibilities

Prospecting and New Business Development:

• Deploy & qualify the potential customers who have the enquiry of Ocean Freight/Airfreight for dedicated trade lane
  

• Generate Sales leads for new and additional nominated business from/to Vietnam on the specific Trade Lane.
  

• Coordinate with Sales owners in the decision makers country to secure large tenders and business opportunities from/to Vietnam
  

• Maintain large existing BCO nominated accounts and build the relationship with their main trading partners in Vietnam
  

• Engage Trade Lane coordinators dedicated to Intra Asia Countries
  

• Identify avenues to generate leads with Benline network for new customers and/or additional business
  

• Review and eliminate factors behind churn / loss of business
  

• Develop maintain and grow the existing relationships with principals/business partners in line with the agreed Sales KPIs per customer needs and to enhance the customer experience and retention.
  

• Ensure awareness on FSs suite of services within the network acting as the ambassador for promoting all new offerings products and solutions.
  

• Monitor and analyze active accounts volumes revenue contribution and overall performance and action on the Trade Lane dedication.
  

• Identify and implement cross selling opportunities from the existing array of service offerings.
  

• Submit customer performance analysis & customer background to senior management (if required)
  

• Review with Sales owners in the decision makers country and with the trading partners in Vietnam the expected volume from large existing nominated accounts
  

• Establish expected growth rate (negative or positive) and determine drivers/reasons behind
  

• Develop a pursuit plan for top lost accounts in coordination with Sales owners and prepare for next tender / contracting opportunity
  

• Develop a pursuit plan for top accounts expected to grow aligned with Sales owner
  

Tender Management:

• Qualify and pursue tender opportunities (if any) with the existing customer base as well as for new business opportunities in line with the FS Global Tender Process.
  

• Support Sales owners in the decision makers country to secure large opportunities from/to Vietnam
  

• Collaborate with the correct stakeholder/team/department in line with the tender process to ensuring optimal success for FS and the customer.
  

Role Initiatives:

• Initiate discussions with internal stakeholders and relevant parties to identify and develop new products and services to help meet customers evolving needs.
  

• Identify and share with senior leadership perceived gaps in FS services.
  

• Leads converted from the Network partner
  

KPI measurement:

• Actual volume growth in focus trade lanes (Eur Inbound & IntraAsia Inbound & Outbound)
  

• Developing a value proposition in the main Nominated trade lanes (Europe and Intra Asia)
  

• Ensure lead in the main trade lanes are generated and followed up
  

Requirements

Qualifications

• This individual should have a minimum of 1-2 years Sales & Trade Lane Experience and be familiar with the principles and practices of Freight Forwarding including FCL LCL Inland Transportation Airfreight and Customs Brokerage
  

• Experience in Intra-Asia and Transpacific markets
  

• Bachelor degree or equivalent is preferred
  

• Proven ability to be a team player
  

• Written and oral fluency in English is preferred
  

• Experience using Microsoft Suite (Outlook Teams Powerpoint Sharepoint)
  

• CRM experience (Salesforce Hubspot or equivalent)
  

• Chinese speaker as a plus point
  

Skills

• Ability to understand sales target customer background & demands performance reporting and credit processes.
  

• Strong discovery presentation and communication skills
  

• Ability to connect strategy and plan and execute accordingly
  

• Results oriented with a positive attitude proper follow up and an organized self-starter.
  

• Need to be resourceful proactive and positive
  

• Proven ability to overcome customer objections with value and not rely on being cheapest to win business
  

• Self-motivated ability to work independently with initiative self-organizer
  

• Strong commitment to delivering exceptional customer experience
  

• Flexibility to travel nationally and internationally as required
  

Benefits

• 13th month salary
  

• Social insurance: full salary
  

• 14 annual leave 9 sick leaves
  

• Performance bonus (based on performance and business results)