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General Description：
1, Leadership of Business Development
This position is responsible for managing business development and new revenue pipeline to insure profitable growth of new customers in all vertical markets in China. Emphasis should be Automotive, Electronics/High Tech, Industrial, Retail/Consumer, Fashion/Luxury and Healthcare Industry.
A. Prospect, identify and grow new customers from a wide range of industries
B. Effectively build and train BD staff focused on developing new accounts
C. Lead China BD team in generating and concluding logistics business opportunities with potential customers. Overall objective of developing robust business development proposals from inception to project implementation with the aim of providing quality and innovative logistics solutions against prescribed deadlines
D. Management and co-ordination of end-to-end business development process:
- Customer interface with the aim to build good customer/corporate relationships
- Solution development
- Pricing / commercial analysis
- Proposal generation
- Internal stakeholder liaison and signal
E. Identification of potential customers and building relationships through proactive & reactive business proposals
F. Tender management
G. Pipeline report management
2, Leadership of Field Sales
This position is also responsible for leading the China Field Sales team new business development, solution design and successful implementation of new business. Enhance and deploy a logistics strategy focused on the client’s needs, industry challenges and deliver results that meet or exceed client expectations resulting in new and expanded business in China. Meet the financial goals established by growing existing business and/or by seizing new opportunities and ensuring constant enhancement of performance, prospection and Secure of Field sales targets and activities in cooperation with branches and their teams.
A. Achieving pre-defined business development targets.
B. Fulfilling the requirements of the customer’s needs with the tools the countries and the regions do provide, unless if not available, those need to be built up independently.
C. Leading and managing the local field sales in China
D. Drive business development by managing local field sales team, identifying and gaining new customers and business opportunities for Road.
E. Manage, plan and coordinate strategic business development and customer related activities.
F. Provide territorial know-how of major customers, industries, market potential & competitors.
G. Provide platform for sales teams to exchange market and customer information.
H. Evaluate credit applications; manage accounts receivable and over-due payments.
I. Role as China BD escalation point for internal and external stakeholders.
J. Strategic account management responsibility for select group of accounts specifically charged with growth of scope, revenue & profitability of these accounts.
K. Establish accountabilities, KPI and processes to ensure meeting customer and financial goals.
Qualification Required:
A. Minimum bachelor’s degree.
B. Preferably 6 to 8 years of relevant working experience in the industry.
C. Knowledge and understanding of international logistics operations across multiple modes.
D. Proven record of leadership role, preferably for sales team.
E. Can manage Change.
F. Target and results focused.
G. Good judgment and problem-solving ability.
H. Good ability at relationship building.