Senior Business Development Manager Airfreight

augustus 9, 2017 at 09:18

Our Client

One of the world’s leading third party logistics providers specializing in customized freight forwarding and supply chain solutions. The company has more than 10,000 employees working in more than 300 offices around the world and a global presence in about 100 countries.

We are looking for a

Senior Business Development Manager Air Freight

The “Senior Business Development Manager” is a commercial customer facing role that has overall responsibility for the commercial and financial development of a defined Premier Plus Customer portfolio, within a defined geographical scope. The purpose of the role is to deliver planned levels of Additional and New Business from existing and targeted Customers.

We offer

An excellent work environment where you’re valued as part of our team. Great learning and career growth opportunities being a global logistics & freight forwarding company.

Key Responsibilities

The “Senior Business Development Manager” is a commercial customer facing role that has overall responsibility to expand the customer base with medium and high-level customers within a defined geographic scope.
• Accountable for delivery of 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 standard products (with the focus on selected trade lanes), whilst simultaneously introducing and developing opportunities with customers to sell logistic solutions.
• Accountable for the implementation and compliance of all relevant blueprints and all associated tools, including (where relevant) Account Management plans and Pursuit Plans, to continuously drive results from Existing and New customers
• Accountable for developing customer relationships beyond merely transactional decision makers, identifying senior decision makers that recognise that supply chain activities are an integral part of the customers’ strategy, may bring the customers’ strategies to life, and thereafter are open to value propositions that through Solutioning, create demonstrable value.
• Accountable for supporting the resolution of Customer Service Organization reported 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, policies, procedures and ethics.
• Accountable for ensuring that IOP/ SOP’s / contracts / agreements for all customers within the customer portfolio are comprehensively documented, maintained and appropriately communicated to all relevant in- and and external parties.
• The purpose of the role is to deliver planned levels of Additional and New Business Actual CM1 from existing and targeted Customers.

The SBDM will be expected to build and leverage internal relationships to facilitate result delivery.

• Hunt for new customers
• Maintain current client portfolio (act

We are looking for:

• 4 years + in a customer facing sales role, ideally within the logistics industry. 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 Dutch and English

For questions concerning this job, please contact Hélène Leerschoon via telephone 06-53195891 or e-mail: