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Freight Business Development  Manager

RJS Recruitment has a fantastic opportunity to enter an award winning, worldwide global company specialising in providing international transportation services, to and from all points in the world, via air, ocean and road. Our client’s comprehensive global network has been established to meet their customers’ ever-changing needs.
The role of Business Development Manager is to source, develop and secure business from NEW clients. Grow NEW clients over two-year sales cycle and ensure handover is made to branch at the end of the cycle, while delivering long term sustainable growth within their specified geographical areas. The ideal candidate must be able to negotiate at all levels, be self-sufficient in generating, maintain and developing a viable pipeline.
In return the candidate will be offered a fantastic salary along with an extensive benefit package.
Job Specifics
Customer New Business
Develop a strong pipeline of potential new customers to meet the strategic sales growth aspirations of the business. Maintain and develop a new customer contact plan to deliver this sales growth
* Identify new prospects
* Research new prospect listing in order to develop pipeline
* Prioritise pipeline
* Ensure that there are adequate “new” opportunities identified to sustain pipeline development
* Evaluate opportunities within pipeline and approx. value therein
Customer Orientation
Identify and understand the new customer requirements and develop proposals to meet these needs including costings. Negotiate the new customer contractual arrangements
* Understand customer’s needs clearly
* Offer appropriate solutions to the customer so as to meet their need
* Liaise with group team members where needed to offer solution
* Be aware / seek advise on available products and partner solutions
* Be able to offer multi-faceted options to the customer based on sound knowledge base and tailored to needs and wants
* Be succinct and precise
* Be able and ready to “walk away” from an opportunity if it is recognised that the ROI is not adequate
Customer on-boarding
Ensure that all new customers are set up on to the systems and understand all the required processes.
* Ensure credit app is issued, completed and returned
* Ensure that customer is set up within the operating system
* Ensure credit terms and amounts are clearly communicated to all parties
Sales Proposals
Develop and communicate proposals to meet new customer requirements using pre-prescribed documents and in various formats (verbal/written) which deliver sales growth for RIF and a good level of customer satisfaction
* Present offers in line with Company formats, including system generated quotations / rate cards and semi formatted proposal documents
* Be succinct and comprehensive in ALL communication
* Use SOP’s in situations that require them
* Remain professional at all times
Sales Call Monitoring
Ensure all calls are recorded, information given and received is documented and outcome is recorded. Provide the business with a monthly call summary identifying good results and areas that need improvement
* Ensure CRM is updated with active customer details
* Ensure information in CRM is precise and succinct
* Ensure details are updated in a timely manner so that reporting functionality is available
Workload Planning
Develop a robust and current plan detailing key priorities for the day/week that is reviewed on a regular basis and ensures that the sales team are focused on what is important
* Ensure adequate time is allocated for cold call / F2F / follow up / CRM / rates and other tasks
* Look to work in advance in the diary to enable a marker to be set for Telesales
* Be agile enough to re-organise workload, if needed, and utilise colleagues, partners where needed to complete the task
Sales Targets
Develop and agree the sales targets and breakdown to an individual level. Communicate sales targets to the sales team and monitor on a business, geographic and individual level. Ensure action plans are put in place to address issues and to meet the business sales growth targets
* New business, 2 x cost to Company, 10% commission, account(s) have a two-year life cycle. Commission payable quarterly in arrears, phased at 50% (Q1), 80% (Q2), 120% (Q3), 150% (Q4)
* Make a minimum of 40 F2F calls per month (10 per week). Adjusted for holidays and other events
Organic Sales Growth
Identify business opportunities within existing new clients during their first two years to drive additional sales. Proactively develop solutions to present to these clients to meet their needs
Upsell and look for opportunities within existing new clients
Be conscious of time constraints and be able to strike a balance between new business opportunities and additional opportunities within existing client base
Trade Lane Development
Overseas partners source and assess data for potential sales drives. Agree and implement trade lane development plans
Allocate and prioritise time for trade lane development / sales drives
Adjust raw data sourcing accordingly
Compliance
Ensures sales transactions meet all legal and regulatory requirements e.g. GDPR
Ensure all business is in line with Company and Legislative requirements
Candidate must be able to commute to the office in Ipswich 2/3 times a week

car allowance / commission

Job Overview
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