Business Development Manager- Field Sales

 • Directing focused customer growth based on the requirements of DGF IN Sales Strategy and Cluster Manager / Sales Manager

• Establish sufficient prospective opportunities to meet strategic business plans.

• Detailed knowledge of all prospective and new customer relationships so the DGF customer interactions can be facilitated to maintain business growth and profitability.

• Detailed knowledge of market region including prospective opportunities in all target markets.

• Develop annual sales plan for input into the annual business plan.

• Responsible for ensuring all new customers engage in a contract at the time of engagement. Contract must provide material liability protection, establish acceptable business mechanics and mitigate risk and liability to the corporation. All contracts must be approved by the relevant authority holders.

• Focal point for ensuring customer challenges are resolved in a timely and effective manner.

• Maintain an in depth knowledge of the Freight Forwarding industry to support DGF growth and diversification and to ensure that we are benchmark in meeting customer expectations.

• Work directly with the other sales team members, Operations team and Program Managers to maximize revenue and strategic value to DGF.

• Take part in all other sales initiatives developed by DGF.

• Prepare penetration plans for his/her territory and/or assigned markets.

• Responsible for resolving open customer financial issues including past due payments, material and labor variances, and credit note / debit notes etc.

• Responsible to insure all new business opportunities meet the financial requirements established by the Cluster Manager and RD of the Region.

• Responsible for developing the sales strategy of the Sales Area based Product and on Regional priorities.

• Leads and directs Sales executives / AM/DM/BDM towards achievement of top line.

• Is responsible for the morale, training and development of all sales staff of the region.

• Needs to have an overall view of developments in terms of competition, customers, trade lane activity in the area under him.

• Is responsible for both retaining and growing existing customer and sign up new customers.

• Understand the business potential of the area under him.

• Break down the Sales Area target into territory targets and Monitoring performance against target.

• Initiate corrective steps in case of negative deviation vs. targets set.

• Drive the process of developing business with new customers in the Sales Area.

• Proactively planning and involving regional team’s product teams for service delivery, new business development and maintenance of existing customers.

• Be responsible for smooth transition of new customers to the product / Key account /PM team from the sales team for the former to maintain / grow the customer.

• Ensure commercials & SOP’s are in order for all customers

• Monthly  review of the budget against achievement with Cluster Manager

• Regular visit to customers in the Sales Area.

• Maintain / update / review pipeline. 

• Ensure all required reports are sent on agreed timeline to the regional office.

• Responsible for assisting in signups of all major prospects of the Sales Area 

• Regular interaction with all the top prospects/customers directly or through the sales team in the Sales Area.

• Close monitoring of the out standings of top credit customers with the Credit control team

• All internal business processes such as credit approvals/customer acceptance, SOP are in place for all businesses generated in the region before the first shipment is handled.

• Coordinate CST of IBDM/RDM

• Maintain DHLI Data Integrity.