Feb 14, 2020

Business Development Manager

  • Maersk Oil
  • Hanoi, Hoàn Kiếm, Hanoi, Vietnam
Full Time Permanent Sales & Marketing

Job Description


This role is a commercial customer facing role that has overall responsibility for the commercial and financial de-velopment of a Sales Customer portfolio, within a defined geographical scope, through promoting and selling standard Damco products. The BDM will play an active role in managing and expanding a personal customer portfo-lio as a function of business needs.

The purpose of the role is to deliver planned levels of Business (Volume/Actual CM1) from existing and targeted Customers, with a clear focus on Standard Products and predefined Trade lanes.

We offer

• A chance to explore your opportunities in one of the world's fastest growing logistics company. In Damco, we strive to create value for our customers through our global reach and local knowledge. We put our customers first, understand their business, and develop solutions to meet their unique needs by proactively driving improvements and collaborations with our customers.
• The means of developing yourself into a well-rounded professional and the scale and global scope it takes for you to achieve even your most ambitious career goals.
• A great career path, both for generalists and for specialists in a wide array of fields

At Maersk we value the diversity of our talent and will always strive to recruit the best person for the job - we value diversity in all its forms, including but not limited to: gender, age, nationality, race, sexual orientation, disability or religious beliefs. We are proud of our diversity and see it as a genuine source of strength for building high performing teams.

Key responsibilities

The role has accountabilities in 3 main areas, namely Existing Customer Development, New Customer Development, and execution of clear OneDamco blueprint 'ways of working'...

1. Existing Customer development

• Accountable for delivery of the Actual 'Through The Till' CM1 for the assigned Existing Customer portfolio, through the sale of Damco standard products and focus on selected trade lanes, and effective Book of Business management.
• Accountable for supporting the resolution of CSO reported Sales customer issues, including interventions with customers to resolve escalated issues, DSO resolutions and also ensuring commitments to volumes are met (with proactive interventions in the event of deviation from agreements, and renegotiations thereafter, where necessary)
• Accountable for ensuring that contracts / agreements for all customers within the portfolio comply with OneDamco blueprint guidelines, are comprehensive documented, maintained and appropriately communicated to all relevant Damco and external parties.

2. New Business Generation (should be possible to combine 1+2

• Accountable for delivery of the Actual 'through the till' CM1 with a clear focus on OneDamco standard products and predefined trade lanes.
• Accountable for the pursuit of identified potential customers, through adoption of OneDamco commercial blue-print 'ways of working, thus creating a differentiating customer experience.
• Accountable for the "UpSelling" process within the geographic territory, whereby 'Non Controlled' shippers and network derived sales leads are comprehensively pursued, as per OneDamco blueprint guidelines

3. ''Ways of Working'

• Accountable for ensuring that OneDamco blueprint processes, guidelines, tools and procedures are adopted with-out exception.
• Accountable for ensuring that the PSA CRM Open sales pipeline is sufficiently robust to ensure delivery of re-quired Actual 'Through The Till' CM1 targets, whilst simultaneously ensuring an adequately strong platform for de-livering result performance in the coming financial result period.
• Accountable for ensuring that periodically introduced sales campaigns to drive focused development of the Sales portfolio is execute within your geographical scope.

We are looking for

• 2 years + in a customer facing sales role, ideally within the logistics industry
• A good understanding of logistics and forwarding products, solutions and terminology, in the local market
• Proven track record of targeting, pursuing and winning opportunities, through both personal and collaborative selling efforts.
• Proven track record in a matrix, multi cultural organisation, building strong relationships and networks both locally and internationally.
• Developed communication, persuasiveness, influencing and negotiation skills
• Has strong needs evolution and questioning skills
• Demonstrable ability to handle most common customer objections
• Self Motivated and performance driven
• Fluency in English and local language (where different)