About the job
Job purpose
BDM will be responsible for operating relatively independently on large regional &/or global business pursuits for the ME region. The person will focus on large sized pursuits, which generally require solution designing for complex supply chains and deliver results by engaging subject matter experts within area or from network. The pursuits are expected to be aligned to the area and regional commercial strategies. Supporting the establishment of the company as an integrated supply chain solutions provider in the local market, with the support of high end/niche solutions. The position will be based in Dubai, with frequent travel within the Area.
Main tasks and responsibilities
- Establishing the Company, as the leading solutions provider in the ME market, and improve its market reach.
- Own and drive at least 4-5 medium-large pursuits with Gross Profit potential greater than USD 400K
- Establish effective pursuit plans that identify individual and collective opportunities, stakeholders, business priorities of prospects etc.
- Develop and align sales pipeline with area and regional commercial priorities for effective resource allocation.
- Ensure that all relevant sales pipeline/clients are taken through necessary stages of qualification and term negotiations.
- Work with to improve the win rate, win size and profitability of each opportunity, and with Solution Engineers, Product Heads to bring in new solutions.
- Own and foster relationships with senior decision-makers and influencers as necessary through pursuit journey.
- Gather working knowledge of Company’s standard and combined services to understand cost to serve and accordingly develop commercial proposals.
- Be the ambassador for strategic sales ideas across the team and organization
- Provide inputs towards area commercial strategy to the GM Sales as necessary, especially for driving solutions – based pursuits.
- Support Area Commercial resources across solution sales as may be required.
Background and experience
- 5 years experience in a marketing and sales roles, in international freight forwarding or logistics with at least 5 years of client management experience
- Knowledge of containers and its movement, trade lanes, port, harbor, pricing, customs activities and procedures, and necessary legalities to operation in the region.
- Knowledge of Terminal operating systems, shipping operations, vessel services and port rotations.
- Project cargo handling, Fairs & Events Cargo – will be an added advantage.