Description:
Reporting to the Vertical Lead, expectations from the role is to manage and develop the business relationships and performance including growing Share of Wallet for parts of the customer supply chain from Global/Regional/Local Clients for from existing customers (Same Stores) as well as New Customer Acquisition (New Stores) for FMCG, Pharma and International Development Cargo (eg UN agencies, Non Profit Organizations, NGOs etc).
Key responsibilities:
Client Strategy and planning
- Directs activities associated with qualifying opportunities, positioning, and capturing new business within assigned sub verticals (Ecommerce & FMCG)
- Manages simultaneous business development activities (e.g., opportunity identification and qualification, bids and proposals, strategic vendor relationships, and strategic teaming agreements)
- Develops win themes, win strategies, and value propositions for clients through careful planning, developing strong relationships and using sales excellence techniques.
- Coordinates pricing and contractual support between technical division subject matter experts and pricing and contracts administration professionals
- Contributes to the development of the technical and management solutions
- Responsible for documenting lessons learned during the capture process and providing these lessons learned to the proposal manager for after-action analysis and processing in the system.
- Proactively manages the business pipeline, expanding the existing business and exploring new opportunities as part of sales processes.
- Identifies strategic partners for bids, and negotiates preparation for bids
- Manage and develop the relationship with the sub-entity of the contractual customer in line with Maersk/global strategy
- Develop local business plan for increasing overall supply chain Share of Wallet and position Logistic & Services products
- Grow local presence across products with the sub-entity of the customer through new opportunities–also through sub-suppliers.
- Define the local value proposition and work closely with global/regional/local product organization to grow and deliver revenue growth supporting product P&L
- Develop account business plans that encompass ocean as well as Logistic & Services products on global scale (where relevant)
- Define the global value proposition and work closely with product/solutions to build End to End solutions supporting revenue growth across products (where relevant)
Responsible for Customer Satisfaction
- Support the overall customer experience and support global value proposition
- Organize and connect the global Maersk team across functions, products and area for overall customer experience (where relevant)
- Deliver client profitability as per budget
- Ensure successful business onboarding and contract compliance
Customer Relationship
- Position Maersk towards the regional/local influencers of the global tender success and towards local decision makers on country relevant products
- Position Maersk for access to the right stakeholders, influencers and decision makers throughout the customer organization (where relevant)
We are looking for:
- MBA, or master’s degree in a relevant field, or equivalent
- Proficiency in English, Urdu is must.
- Minimum of two years of experience (one year with master’s degree or equivalent) in business development, account management in logistics industry and/or International Development Cargo (Aid & Relief Sector)
- Dynamic interpersonal skills and ability to interact with all levels of management
- Ability to perform in a fast-paced, deadline-oriented work environment and successfully execute many complex tasks simultaneously
- Strategic partnering, financial acumen, matrix management, value co-creator, presentation skills
- Negotiation skills/procurement tactics
- Experience with selling Supply Chain Products i.e. Freight Forwarding, Logistics and Services and specially offering Ocean Export/Import Solutions is desirable