Business Development Lead - WAF at Maersk

The role of Business Development Lead is to drive regional growth opportunities for assigned market/vertical with a high level of commercial, technical/operational and market understanding. Enhances sales owners with capabilities and knowledge including increased confidence to profitably grow with the customer in MPL and eventually integrated solutions. Identifies business opportunities in the core and new verticals being ahead of market trends.

Responsibilities:

Develop opportunities for Maersk Project Logistics (MPL)

• Develop opportunities for MPL brought forward by commercial teams
• Coordinate with solution team to provide pricing to opportunities brought forward  by commercial teams
• Maximize synergies & overall profitability on opportunities
• Actively leading the RFI, RFQ and RFP process for MPL as co-sponsor with sales
• Ensure sponsored RFQ & RFP proposals submitted are comprehensive, competitive and within the parameters set by global product
• Review and vet contracts ensuring product technical standards & requirements are met
• Support new business pursuits via our sales/internal stakeholders to deliver a sound business proposal on time
• Approach new leads jointly with relevant sales colleague, transferring opportunity ownership to sales in line with sales accountability
• Strong ability to break down a product solution in a simplistic fashion to both internal sales and customers.
• Support sales in pursuit of deals for relevant products (inbound marketing leads, trade shows, past relationships, etc.) Opportunity ownership sits with sales, not with technical sales
• Leading sales call for promotion of MPL capability to target customer, leveraging their product knowledge
• Increase knowledge & awareness of MPL with sales & internal stakeholders
• Providing solutions to sales and customers in a rapid pace.

Serve as centre of excellence within Region for MPL

• Own costing & pricing where necessary
• Provide expertise for MPL as consultant to customers
• Provide expertise  for MPL as consultant to internal stakeholders
• Ensure customer satisfaction within MPL
• Act as voice of the customers within MPL organization

Accountable for:

• MPL growth (top line / volume) delivery
• Profitability of MPL within geographical scope
• MPL support.
• Sales metrics for MPL (TBC with SAL closed won / churn etc)
• Market intelligence for MPL within geographical scope
• (focused) Vertical MPL sales in the geographical scope.

Critical Competencies:

• Deep Special Project Logistics industry knowledge (5+ years) selling and solutioning our core technical service offerings.
• Financial & pricing acumen
• Indepth understanding of local (geo-scope) industry market trends
• Solid understanding of customer industry needs & requirements for respective product
• Well developed stakeholder management and influencing skills.
• Strong understanding of commercial solution sales process.