Business Development Manager

Maersk Line

The “Business Development Manager” (BDM) is a commercial customer facing role within Damco Organization that has overall responsibility for the commercial and financial development of a defined Customer portfolio, within a defined geographical scope.
The purpose of the role is to deliver planned levels of Additional and New Business Actual GP from existing and targeted Customers. The BDM will be expected to build and leverage internal relationships to facilitate result delivery.

We offer

The “Business Development Manager” (BDM) is a commercial customer facing role within Damco Organization that has overall responsibility for the commercial and financial development of a defined Customer portfolio, within a defined geographical scope.
The purpose of the role is to deliver planned levels of Additional and New Business Actual GP from existing and targeted Customers. The BDM will be expected to build and leverage internal relationships to facilitate result delivery.

Key responsibilities

• Accountable for delivery of the Actual GP Additional Business and Contract Renewal targets for the assigned Existing Customer portfolio, and New Business / Spot targets from New customers, through the sale of mainly Damco standard products (with the focus on selected trade lanes), whilst simultaneously introducing and developing opportunities with Premier Plus customers to sell Damco approved products
• Accountable for the implementation and compliance of all relevant approved commercial ‘ways of working’ blueprints and all associated tools, including (where relevant) Account Management plans and Pursuit Plans, to continuously drive results from Existing and New Premier Plus Customers
• Accountable for developing customer relationships beyond merely transactional decision makers, identifying senior decision makers may bring the customers’ strategies to life.
• Accountable for supporting the resolution of customer issues, including interventions with customers to resolve escalated issues.
• Accountable for also ensuring commitments to volumes are met (with proactive interventions in the event of deviation from agreements, and renegotiations thereafter, where necessary)
• Accountable for ensuring that standard and non-standard solutions sold are fully scoped and have robust pre and post sales engagement and commitment from internal pursuit team members, enabling flawless execution of the sold value proposition. All contracts and agreements for each customer solution to be vetted and authorised by all respective signatories from both internal and external parties, in line with Damco corporate guidelines, policies, procedures and ethics.
• Accountable for ensuring that IOP/SOP’s / contracts / agreements for all customers within the Premier Plus portfolio are comprehensively documented, maintained and appropriately communicated to all relevant Damco and external parties.

We are looking for

• 4 years + in a customer facing sales role, ideally within the logistics industry, and preferably with 2 years as a BDM
• A good understanding of logistics and forwarding products, solutions, pricing and terminology, in the local market
• Understands the competitive landscape, and can adjust approaches to customers as a result
• Proven track record of targeting, pursuing and winning large opportunities, through both personal and collaborative selling efforts, in tendered and non-tendered environments
• Strong presence and ability to communicate / present / consult with ‘C’ level decision makers
• Proven track record in a matrix, multi-cultural organisation, building strong relationships and networks both locally and internationally.
• Well-developed communication, persuasiveness, influencing and presentation skills
• Has strong needs evolution and questioning skills
• Demonstrable ability to handle most common customer objections
• Strong negotiation skills
• Resilient, tenacious and persistent
• Self-Motivated and performance driven
• Numerate and analytical
• Fluency in English and Turkish language