What are the responsibilities and job description for the Commercial Dir-Senior position at Neovia Logistics?
Job Summary
This management and client-facing role aims at developing and growing company’s business activities, revenue and EBITDA from new and existing market segments and channels. The highly competitive logistics markets demand a deep understanding of very complex supply chain solutions as well as an insightful knowledge of the competitive landscape of the logistics market.
Job Responsibilities
This management and client-facing role aims at developing and growing company’s business activities, revenue and EBITDA from new and existing market segments and channels. The highly competitive logistics markets demand a deep understanding of very complex supply chain solutions as well as an insightful knowledge of the competitive landscape of the logistics market.
Job Responsibilities
- Drive extraordinary growth
- Responsible for managing commercial staff, selling to new customers and meeting individual targets
- Develops, recommends and executes account plans (existing & target) for prioritized potential customers and existing clients
- Contributes to developing regional business development strategies and creates annual business development plans for specific countries to reach required business objectives and revenue.
- Manages and maintains existing client relations, while acquiring new clients. Develops a book of business and keeps Customer Relationship Management (Lanetix) tool up to date for pipeline decision-making and prioritization.
- Analyses Requests for Quotation or Requests for Proposal and collects additional information whenever necessary Provides critical input on costs for each proposal and launch plans
- Provides critical input on customers to target
- Processes regular competitor analyses so as to maintain market awareness, help determine appropriate prices for each solution, optimize the solution design and eventually win market shares.
- Supports development of IP (business cases, white papers, etc.) to generate new business
- Closed deals, at target EBITDA rates, up to sales quota for year
- Support, train and manage assigned New Business Development and Account Management personnel
- Ensure Neovia Commercial System is appropriately used including Sure Start, Design To Sell and Lanetix
- Account plans are completed and up to date for all existing and targeted accounts
- Supports development, pricing and sale of customer solutions (in collaboration with Solutions, Ops, HR, IT, Finance etc.)
- Supports launch (in collaboration with Operations)
- In close cooperation with the Marketing department, nurtures the company's visibility on the market (e.g. organizing events, webinars or conferences to be attended by prospective clients, writing specialized blogs, publish business cases or articles in specialized magazines.) in order to generate new business.
- Typically minimum a 4-year Bachelor's Degree; MBA preferred
- 10 - 15 years of commercial experience, ideally with existing account management and new business development
- Successful track record of growing existing accounts and landing new business with new customers
- Ability to work and be effective in a highly matrixed environment
- Executive presence – ability to interact effectively in presentations, group settings and one-on-one interactions with client executives
- Ability and willingness to travel as required – in excess of 60%
- Logistics operations experience helpful
- Work is primarily sedentary. Sits comfortably to do the work; however, there may be some walking, standing, bending, or lifting item weighing up to 15 pounds.
