Job Description
The Business Development Manager’s role is to expand Schenker of Canada’s business. The role has a Strategic Account focus, and requires the ability to develop senior level relationships with client decision makers, with the goal of product, market and vertical growth. While the incumbent may have a primary product focus, he/she is expected to market all of Schenker’s services to potential and existing clients. The Business Development Manager must also be committed to exceeding client expectations while respecting company policies.
New Business Development
- Planning and Development
- Identifies and brings forward new business opportunities
- Establishes a prospecting plan; identifies potential clients using knowledge of the market electronic databases, industry trade associations, trade shows, networking events, and consults other sources of information.
- Prepare action plans
- Identifies decision makers at target clients
- Maintains a good understanding of client business segment and of solutions proposed by the competition.
- Identifies and analyze customer needs and develop solutions adapted to client expectations
- Negotiates prices and conditions based on the type of service offering; proposes complementary services.
- Obtains a service agreement/contract
Account Retention
Follow-up and portfolio maintenance
- Maintains regular contact with clients
- Anticipates evolution of customer demands and translate those into service offerings.
- Responsible for ongoing, continuous customer relationship development with attendance at industry networking events, and hosting of customer entertainment meetings
- Collaborates with Schenker’s Business Development and Product Management Teams in developing innovative value propositions and customer solutions
- Gathers and shares with Schenker staff, verbally or in written form, pertinent market information and data on existing and prospective clients as well as on emerging industry trends and competitor activities
- Require 10 years of relevant sales experience; understands and anticipates customer needs
- Degree in relevant discipline preferred
- Concrete business examples of sales accomplishments.
- Plans work and measures performance
- Business Community involvement.
- Good interpersonal skills required.
- Excellent written and verbal communication skills.
- Strong negotiation skills.
- Microsoft Office & Ability to learn and use other applications
- Fluency in second language an asset
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