What are the responsibilities and job description for the Manager, Ocean Business Development position at Schenker & Co AG?
The Outdoor Sales Ocean Freight role is a "hunter" role focused on expanding Schenker USA's ocean business. While the incumbent may have a primary ocean product focus, he / she is expected to market all of Schenker's International Services to potential and existing clients as requested by clients. The Outdoor Sales Ocean Freight role must also be committed to exceeding client expectations while respecting company policies. Principal Accountabilities (The following is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all expectations.) :
New Business Development
1. Planning and Development
Primary focus on prospecting (30-40% of time) and converting and closing new business opportunities
Establishes strong evolving prospecting plan; continuously identifies potential clients using knowledge of the market, electronic databases, industry trade associations, trade shows, networking events, and consults other sources of information.
2. Prepare action plans
Identifies decision makers at target clients
Maintains a good understanding of client business segment, client's supply chain and of solutions proposed by the competition.
Identifies and analyzes customer needs and develops solutions adapted to client expectations
Negotiates prices and conditions based on the type of service offering; proposes complementary services.
Obtains a service agreement / contract
Account Retention
Follow-up and portfolio maintenance
Maintains regular contact with clients and provides critical client feedback to customer management
Anticipates evolution of customer demands and translate those into service offerings.
Responsible for ongoing, continuous customer relationship development with attendance at industry networking events, and hosting of customer entertainment meetings
Collaborates with Schenker's Business Development and Product Management Teams in developing innovative value propositions and customer solutions
Gathers and shares with Schenker staff, verbally or in written form, pertinent market information and data on existing and prospective clients as well as on emerging industry trends and competitor activities
