Business Development Manager, Strategic Accounts, Cebu

Job Req Number: 117346
Time Type: Full Time

Job Responsibilities:

• Identify prospective clients and establish corporate connection through effective business approach anchored to companys internal SOP
• Develop comprehensive business development plan such as but not limited to targeted clients telemarketing and bidding efforts acquisition and integration plan
• Secure new businesses within assigned territory
• Manage assigned key accounts from implementation optimization to stability by taking into account commercial and operational perspective
• Identify and support opportunities to grow business share with assigned key accounts
• Meet objectives of service delivery account retention and growth
  

Business Development:

• Achieve sales plan objectives
• Generate new business opportunities with new targets and existing clients
• Assist clients to identify product/services that fit their needs and provide information additional services
• Attend to RFI and RFQ in a timely manner
• Provide actual pricing requests and communicate possible changes in quotations to effectively manage clients expectations
• Maintain professional relationships within internal departments and as well as external connections
• Forecast sales through prospect qualification and local market intelligence
• Continuous effort and planning to convert cold to hot prospects
• Accurate utilization of CRM and other related systems
• Continuous coordination to all affecting departments for smooth business acquisitions and transitions
• Execution of sales process in observance with companys internal processes

Key Account Management:

• Business retention and organic growth (volume and GP) for assigned key account(s)
• Maintain good relationship with customers and grow the business share with them
• Identify opportunities and drive development
• Active participation and support of key account(s) RFI & RFQ opportunities
• Support RFI & RFQ Post-Mortem analysis and follow-up discussion with Tender Management Operations and any other relevant internal stakeholders
• Presentation of PBA (Post Bid Analysis) to Commercial and Product heads
• Manage customer ad-hoc & tariff management
• Ensure timely accurate invoicing to customer and DSO management
• Analyze and report of volume revenue gross profit and margin on monthly basis
• Maintain 100% CRM quality - Full visibility of calls activities attendance customer funnel and win/loss ratio of KAM and AM

Qualifications:

• Bachelors degree in Business Logistics/Supply Chain or related field with 35 years of experience in Business Development and Key Account Management within freight forwarding or logistics industry
• Demonstrated customer-centric mindset and results orientation with proven ability to achieve sales targets win new business and drive organic growth of key accounts
• Strong competency in commercial acumen and execution including RFI/RFQ management pricing negotiation and end-to-end sales process aligned with DSV SOPs
• Proven ability to build and sustain long-term customer relationships ensuring high service delivery retention and continuous business expansion
• Highly proficient in CRM utilization pipeline management and data-driven decision-making with strong analytical skills on revenue GP and market opportunities
• Excellent collaboration and stakeholder management skills working cross-functionally with operations finance and product teams to deliver seamless customer solutions

DSV Global transport and logistics

Working at DSV means playing in a different league.

As a global leader in transport and logistics we have been on an extraordinary journey of growth. Lets grow together as we continue to innovate digitalise and build on our achievements.

With close to 150000 colleagues in over 90 countries we work every day to offer solid services and meet our customers needs and help them achieve their goals. We know that the best way to achieve this is by bringing in new talent fresh perspectives and ambitious individuals like you.

At DSV performance is in our DNA. We dont just work we aim to shape the future of logistics. This ambition fuels a dynamic environment built on collaboration with world-class team players accountability and action. We value inclusivity embrace different cultures and respect the dignity and rights of every individual. If you want to make an impact be trusted by customers and grow your career in a forward-thinking company this is the place to be.

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