Senior Manager: Commercial 4PL (Business Development Executive) at DP World

Job Function

• The role will manage 4PL capability business development and sales in Sub-Saharan Africa with 4PLcapability BU Sales Executives/Business Development Directors. This role will own and manage External and Internal sales effectiveness processes to help achieve commercial function sales objectives. The Senior Manager will be responsible for meeting and exceeding all budgeted sales goals (Blu-sky)without exceeding the approved selling expense budget, as well as maintaining and growing the existing book of business for 4PL accounts through successful contract renewal strategies and addressing scope change opportunities commercially within the existing business.

Key performance areas:

• Lead and facilitate the sales process, account planning, forecasting, and opportunity management processes.
• Track and analyse key metrics including pipeline growth, win/loss rates, renewals, and quotes attainment.
• Capture leads from both internal and external sources, qualify them with support from capability business development executives/directors and the Business development central team.
• Partner with Research & Insights team to document key changes to client segmentation, product portfolio, base pricing, etc.
• Manage the capability pipeline through Microsoft Dynamics.
• Manage sales contracts inclusive of NDA’s in conjunction with the legal and BU MD’s.
• Assist marketing teams in determining client outreach methods.
• Develop and implement new interventions that help improve sales performance.
• Track sales performance in tandem with individual performance to allocate recognition points when required.
• Enable solution-selling across DP World’s capabilities: Infusing voice of customer into product and services development and ensuring offerings meets customer needs.
• Collaborate with the Regional and Global pillar peers.
• Proactively participate in strategy sessions, providing continuous feedback on customer needs and pain points, which will translate into industry opportunities and inform intuitive client journeys.
• Develop monthly, quarterly Regional, Global, Exco and Board meetings.
• Develop and sustain the Client Relationships Capability.
• Be the Sales Capability lead point-of-contact to handle any escalation and resolve key client issues and complaints.

Qualifications required:

• University degree in Sales/Marketing/Logistics/Engineering Post Graduate Diploma
• Preferred: Masters degree or MB

Skills and experience required:

• 8-10 years’ proven track record of performance in the Sales & Commercial environment