What are the responsibilities and job description for the Air & Ocean Business Development Head, Singapore position at CEVA Logistics Singapore Pte Ltd?
WHAT ARE YOU GOING TO DO?
A&O BD Strategy & Leadership
Deploy and lead A&O go-to-market strategy at country level – notably in coordination with Regional A&O BD Lead and A&O Country Leads, also with Regional BD Leaders and Regional Sector Heads
Provide leadership and direction to A&O Sales to identify business opportunities and generate profitable sales in both new and existing accounts that meet and exceed new business revenue goals
Lead, direct, evaluate and develop local A&O BD teams (i.e., Field Sales, KAMs, Sales Support, Indoor Sales)
Set performance target and determine books of business allocation at country level
Contribute to customer accounts review to determine if an account should / has the potential to be extended at regional level
Business Development & Growth
Coordinate the implementation of new customer A&O contracts with both BD and Operations
Ensure qualified growth and sufficiency of the pipeline to reach budget
Analyze existing business within A&O BD (support growing volumes & revenues, define corrective action plans if relevant)
Facilitate A&O cross-selling and up-selling opportunities to increase revenue
Define specific sales campaign (e.g. LCL grouping,…)
Close relationship with Local / Regional Tender desk not to miss any Business Opportunity, and drive the Selling Value Proposition
Customer Relationship
Ensure external representation in front of market relevant audiences to support Field Sales and NKAMs
Perform sponsorship of key A&O customer relationships at local level
Ensure NPS campaign follow-up and define corrective actions / development if needed at country level
Business Execution
Develop & execute A&O local business development plans (forecasts, budgets, and operating plans) and provide leadership and consultation to the operations, and systems delivery groups
Ensure Account Plans in A&O BD are properly completed by BD team
A&O Product Expertise
Act as contact person at local level regarding business development of accounts within A&O
Evaluate market regarding potential targets and business opportunities at local level within A&O
Coordination
Ensure right level of coordination between A&O Sales within its country (e.g., best-practice sharing, supporting identification and valorisation of cross-countries, cross-regions opportunities)
Coordinate with Regional Sectors Heads, RKAMs, Regional BD Leaders and Regional A&O BD Leads for A&O BD development within its country
Define with A&O Regional BD leaders thresholds for (i) indoor sales and (ii) field sales respective perimeters and accounts allocation
Budget
Create input for annual budget cycle from account plans and take responsibility for delivery of related targets for CEVA & customer benefit at regional level
Ensure both NR Volumes reach or exceed the Budget set
Ensure DSO reach the Budget set
Sustainability
Promote Sustainable Fuels (SAF SMF) / Alternative Routing / Multi-Modal / More efficient Carriers etc.
WHAT ARE WE LOOKING FOR?
Minimum Bachelor Degree in Business Administration, Supply Chain Management or related field
At least 15 years proven experience in business development, sales, or strategic partnerships in logistics or supply chain industries
Knowledge of logistics operations, freight forwarding and supply chain solutions
Experience in managing P&L, budgeting and forecasting
Ability to analyze market trends and develop competitive strategies
Strong leadership and team management skills
Strong negotiation, communication and relationship-building skills
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