Business Development Manager

About PSABDP

PSABDP, a member of the PSA Group, is a leading provider of globally integrated and port-centric supply chain, transportation, and logistics solutions. The company is headquartered in Philadelphia, PA, and employs more than 5,500 people worldwide.

We are a team that celebrates our unique diversity and close-knit community atmosphere. Our core values begin at the very top and span the broad reach of our global community.

We offer dynamic careers for those individuals looking to be a part of something bigger and provide unequivocal opportunities for growth within the organization.

PSABDP serves over 5,000 customers, including some of the world's leading multinational companies within the chemical, retail & consumer, life sciences & pharmaceuticals, and electric vehicle & industrial verticals.

Scope:

The Business Development Manager's main role is to identify new business opportunities and develop existing and new business accounts. He maintains an active new business prospect listing to approach and present to the company. Undertakes new business sales calls to win new business. Develop financial supporting data and process data to potential and existing business wins. Responsible for maintaining the existing customer database through regular sales visits.

Responsibilities:

• Develop new business for the company through approaching new business customers, as defined in the local sales KPI's.
• Develop a new business prospect listing to ensure that future new business development is planned in advance.
• Responsible for the management and handling of the RFQ response documents coming to the company for Contract Logistics Business.
• Maintain all account and new business approaches and outcomes in C-view.
• Generate and distribute specific reports as required in alignment with the position.
• Coordinate and follow up on cross-selling activities within the department.
• Maintain close working relationships with the Customer Service, Operations, and Contract Logistics team.
• Focus on winning and keeping profitable business.
• Develop and maintain procedures as per policy for RFQ and new business submissions.
• Maintain and manage the financial forecast and cost module projections for new business submissions.
• Undertake regional presentations as and when called upon.
• Undertake cross-selling and upselling within the existing customer base to further develop account potential through airfreight, sea freight, road freight, value-added products, and contract logistics.
• Manage and coordinate all commercial activities of defined vertical groups of customers with the customer service team, in line with the company's short and long-term results & targets.
• Represent the company and its policies to the clients defined as "Strategic Accounts."
• Develop SOP's for strategic accounts in association with the General Manager, Operations Manager, and internal colleagues where applicable, to detail all processes, rate structure, and capturing of customer identified KPI's.
• Undertake sales presentations to customers and business communities to present the company and its products and services.

Key Competencies / Skills:

• Ability to deal with complex subjects across multiple geographies and cultures.
• Good communication skills: oral and written.
• Cultural knowledge.
• Manage development of others.
• Business knowledge and acumen.
• Good understanding of financial planning.
• Management skills and techniques.
• Able to travel locally and abroad.
• Team player.

Dimensions / KPIs:

• Meeting all KPI's for sales/business execution.
• Lead Response Time - contact leads within 1 hour.
• Rate of Contact/Rate of Follow Up Contact - ensure that outbound call volume is high.
• Sales Follow-Up Emails - ensure to embed links to content in follow-up emails that are tailored to the leads.
• Social Media Usage - making connections and using the channel.
• Usage Rate of Marketing Collateral - great content of presentation to use to follow up with leads.
• Opportunity-to-Win Ratio - getting prospects to the opportunity stage and closing them.

Qualifications / Experience:

• Bachelor's degree in Business Administration, Transportation, Logistics, Supply Chain Management, or a related field preferred (or an equivalent combination of work and education).
• Must have a charismatic and confident personality as well as an exceptional work ethic.
• A minimum of 5 years of industry experience preferred.
• Knowledgeable in Microsoft applications.
• Combined excellent communication and interpersonal skills with a strong ability to analyze situations and make good decisions based on available information.
• Ability to adapt quickly to changing policies and procedures.
• Ability to work under pressure.