Position Summary
The Business Development Manager is responsible for driving new business growth across Contract Logistics and Freight Management services. This role focuses on identifying, developing and securing new business opportunities by providing integrated logistics and supply chain solutions tailored to customers operational requirements.
The successful candidate should be a results-driven sales professional with an established network in the logistics industry, a passion for business development, and the ability to convert opportunities into revenue within a short period of joining the company.
Key Responsibilities
Business Development
- Identify, pursue and secure new business opportunities for Contract Logistics, Warehousing, Transportation and Freight Management services.
- Develop and execute sales strategies to achieve revenue and gross profit targets.
- Build and maintain a healthy sales pipeline through prospecting, networking, referrals and market intelligence.
- Manage the entire sales cycle from lead generation to proposal submission, negotiation, contract award and implementation handover.
- Achieve monthly and annual sales targets while maintaining profitability.
Solution Selling
- Understand customers supply chain challenges and recommend customized logistics solutions.
- Work closely with Operations, Solutions Design and Finance teams to develop competitive and practical logistics solutions.
- Prepare quotations, RFQs, RFPs, tenders and commercial proposals.
- Present integrated logistics solutions covering:
- Contract Logistics
- Warehousing
- Transportation
- Distribution
- Inventory Management
- Value-Added Services
- Air Freight
- Ocean Freight
- Cross-border Logistics
Customer Relationship Management
- Build and maintain strong relationships with key decision-makers and stakeholders.
- Ensure smooth implementation of new customer accounts.
- Identify opportunities for cross-selling and upselling existing customers.
- Conduct regular business reviews to strengthen customer relationships.
Market Intelligence
- Monitor market trends, competitor activities and industry developments.
- Identify new market segments and potential business opportunities.
- Provide market insights and recommendations to management.
Reporting
- Maintain accurate sales pipeline and CRM records.
- Prepare weekly sales reports, forecasts and management updates.
- Monitor sales performance against KPIs and business objectives.
Requirements
Education
- Diploma or Bachelor's Degree in Business, Logistics, Supply Chain Management or a related discipline.
Experience
- Minimum 3-5 years of business development or sales experience in Contract Logistics, Freight Forwarding or Supply Chain Solutions.
- Proven track record of achieving sales targets and developing new business opportunities.
- Possesses an existing network of customers and industry contacts, with the ability to convert opportunities into new business within a reasonable period.
- Demonstrated ability to independently develop new business and secure logistics contracts.
- Experience in consultative selling, commercial negotiations, quotations, RFQs and tenders is preferred.
- Self-motivated, proactive and results-driven with a strong desire to build a successful sales career.
- Candidates who are available to commence work immediately or within a short notice period will have an advantage.
Technical Knowledge
Strong understanding of:
- Contract Logistics
- Warehousing Operations
- Freight Forwarding (Air & Ocean)
- Transportation Management
- Distribution Management
- Inventory Management
- Customs and Trade Compliance
- Supply Chain Solutions
- Commercial Pricing and Costing
Skills
- Strong business development and prospecting skills.
- Excellent negotiation and presentation skills.
- Strong commercial acumen and customer relationship management skills.
- Excellent communication and interpersonal abilities.
- Analytical with strong problem-solving capabilities.
- Proficient in Microsoft Office and CRM systems.
Key Performance Indicators (KPIs)
- New business revenue achieved.
- Gross profit generated.
- Number of new customer acquisitions.
- Contract Logistics warehouse occupancy secured.
- Freight Management shipment volume secured.
- Sales pipeline value and conversion rate.
- RFQ/RFP win rate.
- Customer retention and account growth.
- Forecast accuracy.
- CRM compliance and reporting accuracy.
Personal Attributes
- Strong hunter mentality with a passion for acquiring new customers and driving business growth.
- Commercially driven with excellent networking and relationship-building skills.
- Possesses a proactive approach to identifying and pursuing new business opportunities.
- Resourceful, resilient and self-motivated, with the ability to work independently.
- Results-oriented with a proven commitment to achieving and exceeding sales targets.
- Strong commercial acumen with the ability to identify customer needs and deliver value-driven logistics solutions.
- Excellent interpersonal, negotiation and communication skills.
- Adaptable and thrives in a fast-paced, target-driven environment.
- Team player with the ability to collaborate effectively across departments.
- High level of professionalism, integrity and accountability.
Reporting To
General Manager
Working Relationships
Internal
- Operations
- Solutions Design
- Customer Service
- Finance
- Procurement
- Senior Management
External
- Customers
- Shipping Lines
- Airlines
- Carriers
- Strategic Partners
- Vendors
Success Profile
The ideal candidate is a commercially driven logistics sales professional with experience in Contract Logistics and/or Freight Management. They possess an active network of customers and industry contacts, are confident in identifying and securing new business opportunities, and can contribute to revenue growth within a relatively short period. With a consultative approach to solution selling and a strong hunter mindset, they build lasting customer relationships while consistently achieving sales targets and contributing to the company's long-term growth.
