Business Development Manager - Ocean Bulk, India

Job Purpose

• Develop and implement business plans and sales strategy in India and ensuring it attains the sales objectives.
• Responsible to deliver the Budget GP, EBIT and Volume in line with Targets set.
• To prospect new customers and build a robust pipeline of bulk related opportunities i.e. increase existing Flexi and ISO Tank Customer base in India which are locally controlled.
• To drive sales activities, quotes and pricing, volume and gross margins in order to achieve sales target.
• To work closely with Operations and Technical Teams to ensure performance are maintained within the parameters set and agreed.
• To gather and analyse data and business intelligence and use this data to inform the evolution of the product roadmap.
• Perform other duties and responsibilities, as assigned.
• To review outstanding debtors at the monthly sales meetings and ensure that agreed action by the team is actioned.
• To review and analyse lost or missing business identified by the monthly volume and Gross Profit report and agree action with the appropriate member of the sales / customer service / technical teams.
• Key performance metrics are volume and Gross Profit achievement.
  

Main Accountabilities

• Responsible for strategic decisions around business development targets in India and ensuring the implementation of these objectives.
• Responsible for making joint sales calls and in conjunction with the Regional Heads in India to provide updates and status on sales development plans and to provide analysis of the sales performance against agreed targets.
• Liaising with other line managers.
• Reporting at pre specified times using agreed report format to the Head of Ocean Freight India and Regional Head for Ocean Bulk.
• Liaising with customers promptly.
• Account review and maintenance.
• Ensuring that 360 and other sales tools are used and maintained.
• Maintaining detailed knowledge of the company's products or services.
• Maintain market and competitive knowledge.
• Feeding back to marketing and technical new trends or products / services in the market place.
• Represent the DHL Group to customers.
  

People Management

• Develops a high-performance service culture and team within the country that nurtures and encourages service excellence
• Effectively coordinates with liners and sales to get business onboard.
• Timely feedback calls with sales, sales backup with all regions so as to understand future business needs.
  

Divisional Experience

• Good understanding of the global forwarding industry and the DGF business models
  

Functional Experience

• 5-7 years in Freight Forwarding or Transportation with relevant experience in flexitank and/or ISO tank.
• Experience in developing and executing strategic and tactical plans, in a large and dynamic environment.