Business Development Manager - Solutions

Job description / Role

• Contributing to the development and implementation of the Sales Plan for Solutions to support the Sales and Marketing strategy.
• Establishing sales policies, procedures, selling and reporting guidelines to support the sales team in achieving the objectives, growing market share, and increasing revenues.
• Managing the sales cycle from the contacts stage to the post-closing stage for all sales to ensure all customer requirements are well understood and responded to taking into consideration the capabilities offered by the company.
• Liase with finance to ensure all customer documentation is in place.
• Managing one view responsibilities. Update OneView with all existing and new business opportunities.
• Delivering agreed revenue and sharing objectives on a monthly, quarterly, and annual basis; achieving the monthly KPI’s and supporting the team in achieving their KPI’s.
• Proactively engaging the Solutions Operations Team to ensure all contractual requirements are well understood and ensure smooth on-boarding and execution of the contractual requirements.
• Delivering agreed revenue and sharing objectives on a monthly, quarterly, and annual basis to contribute to the agreed business plans.
• Identifies independently or in support from Strategic Management team/regional/global / product teams, new business opportunities and converts opportunities into revenue in line with annual budget.
• Responsible to actively manage new proposals through presentation, proposal submission, negotiation, and business closure stage.
• Ensures all requirements of client business is understood and clearly addressed such as to have a clear scope of work defined for the contract.
• Engages closely with product heads (and/or, delegates) and support functions (legal, IT, Government, and others) to ensure contract is in line with DSV guidelines.
• Ensures contract / MoU/LoI is signed on time in line with partnership go-live date.
• Ensures implementation of new business into operational phase by setting clear goals for the implementation with the PMO office, and monitor implementation as per agreed frequency to ensure implementation is on track. Acts as escalation point for corrective action, for any identified setbacks.
• Ensures clear SOPs/KPIs are developed, agreed, and communicated before start- up of operations.
• Maintains action tracker for clients and projects to ensure proper project management through entire client life cycle.
• Reports submission on time as per set team target.
• Develops industry case studies with country/regional/global marketing team.
• Supports Strategic Management team in securing information/ meeting for assigned industry leads.
• Manages Supply Chain Solutions team projects which supports in increasing revenue / cash flow of the team as well rectifying loss-making partnerships.
• Providing weekly and monthly reports, data, research, and market intelligence to the Sales Manager highlighting business performance, competitive landscape, and recommendations for increasing revenue.
• Reviewing and tracking progress (self and team) against revenue and targets; analyze sales/ revenue reports; recommending and proposing changes to existing plans and operating budgets; implementing approved changes.
• Coaches and supports the sales team members; motivating them to achieve sales targets and building strong brand equity.
• Proactively monitoring and assessing competitor initiatives; taking tactical actions to counter, protect and build the company’s position.
• Working closely with other internal departments and stakeholders through regular meetings to ensure client/ contractual needs and expectations are communicated to achieving positive results.
• Performing any other related duties/ projects assigned by Manager from time to time to meet business exigencies.
• Education – Bachelor degree (e.g. Logistics/Transportation); a Master degree is also preferable
• Work Experience – 5 years of senior sales/business development experience in logistics industry in Abu Dhabi
• Candidate with Abu Dhabi Experience is mandatory.

Specific Skills

• Market knowledge
• Sales acumen
• Account management
• Tender response and contract preparation
• Knowledge of local, regional and global industry laws and regulation
• Communication skills
• Negotiation skills
• Persistence

Requirements

• Education – Bachelor degree (e.g. Logistics/Transportation); a Master degree is also preferable
• Work Experience – 5 years of senior sales/business development experience in logistics industry in Abu Dhabi
• Candidate with Abu Dhabi Experience is mandatory.

Specific Skills

• Market knowledge
• Sales acumen
• Account management
• Tender response and contract preparation
• Knowledge of local, regional and global industry laws and regulations
• Communication skill
• Negotiation skills
• Persistence

About the Company

DSV is truly a global player offering services worldwide. Operating as the third largest global supplier of Transport & Logistics in more than 80+ countries and over 75,000+ employees, we thrive within an international network of partners and agents. Every day, we aim to open many opportunities for you to develop your career on an international scale, promoting Customers First, Best performance & True Collaboration - we are One DSV!