Alamat
Bentuk pekerjaanJob Description
You will be part of our Road Logistics team, adding your leadership expertise + skills to the delivery of Customer + Operational excellence.Your Role
You will be responsible for providing solutions to support Business Development + implementation of new business opportunities leading to revenue growth for the business unit. To position us as the provider of choice to increase market share + explore untapped territories, ensuring delivery of increased business conversion rate.Your Responsibilities
Business Development
- To drive + manage development of our road logistics offerings.
- To ensure annual budgets, sales + Gross Profit targets are met within the given time frame.
- To collaborate with other managers + departments in increasing cross-selling activities + success.
- To work closely with sales teams in ensuring target growth is achieved.
- To directly engage with customers from the Identification stage until closure of the opportunity along with regular oversight of customers needs
- To continuously review the market for new business opportunities and activities and generate profitable business prepositions
- To identify opportunities for additional product Development and commercial positioning with new customers
- To develop value propositions according to (potential) customer needs and pain points
- To collaborate with Marketing to deliver an aligned message offline and online for Road Logistics Indonesia positioning in Indonesia market
- To identify trends and customer needs, building a short/medium/long-term sales pipeline in accordance with targets
- To maintain data integrity in Customer Relationship Management tool through regular updates
- To continuously focus on reducing sales cycles and activities needed to close the deal to improve productivity
Solutions + Implementation
- To survey the market + identify opportunities for digital solutions.
- To manage + lead customer implementations, on-boarding customers seamlessly + ensuring knowledge is
transferred to future implementations. - To transition customers to operations after the validation phase, conducting lessons learned sessions to
document corrective + preventive actions. - To develop and maintain solution concepts
- To interpret and analyze gathered customer requirements and translate into a solution proposal
- To configure solution building blocks - maximize use of existing solutions already successfully operated
- To quantify the solution resource and implementation requirements e.g. FTE’s, costs, EDI development, facilities, capabilities
- To suggest more efficient alternative(s) to address customer challenges
- To work with Regional/Country Product Development to develop digital solutions that applicable for Indonesia market to strengthen Road Logistics Indonesia positioning in the market
- To clearly outline solutions in appropriate formats for presentation to customers
Leadership
- To create an inspiring BD team environment with an open communication culture
- To set clear targets for the team
- To monitor BD team performance and report on metrics
- To discover training needs and provide coaching
Your Skills and Experiences
- 10+ years of working experience in Sales/Business Development/Solutions Design, preferably in Logistics industry
- Strong understanding of Indonesia Transportation & Logistics market inclusive of competition landscape and customer key purchasing criteria
- Proven track record of targeting, pursuing and winning opportunities, through both personal and collaborative selling efforts
- People with solution selling capability
- Strong presence and ability to communicate / present / consult with ‘C’ level decision makers
- Self-motivated, independent starter who is also a good team player
- Excellent communication and problem solving skills
- Direct experience in one or more core industry verticals
- Project management experience
- Strong financial acumen
- Analytical with proficiency in translating complex requirements into tangible solutions
- Excellent command of English & Bahasa
