Business Development Manager
Bedford, Borough of Halton, Bristol City, Bristol City, Cardiff, Cheshire East, Cumbria, Derbyshire, Derbyshire, Devon, East Riding of Yorkshire, Essex, Greater London, Greater London, Greater Manchester, Greater Manchester, Greater Manchester, Hampshire, Hampshire, Herefordshire, Leicester, Medway, Merseyside, Midlothian, Monmouthshire, Norfolk, North East Lincolnshire, North East Lincolnshire, North Lanarkshire, North Lanarkshire, North Lincolnshire, Peterborough, Reading, Redcar and Cleveland, Somerset, Somerset, South Gloucestershire, South Yorkshire, South Yorkshire, Southampton, Southampton, Southampton, Staffordshire, Suffolk, Suffolk, Suffolk, Thurrock, Tyne and Wear, Warwickshire, Warwickshire, West Midlands, West Midlands, West Midlands, West Yorkshire, West Yorkshire, West Yorkshire
Full time
Freightliner is the UK's largest maritime intermodal logistics operator, transporting containers from all major deep-sea ports to our national network of inland terminals, as well as a leading operator in the UK Heavy Haul rail freight market. Freightliner has operations across Europe offering both Intermodal and Heavy Haul rail freight services seamlessly connecting European countries and the UK.
In the UK the Freightliner Group operates under a number of legal entities including Freightliner Group Ltd, Freightliner Heavy Haul Ltd, Freightliner Ltd, Pentalver Transport Ltd, and Pentalver Cannock Ltd.
Purpose of the Role:
- Sustain and expand the existing customer base.
- Identify, develop, and convert new customers to Freightliner multi-product services.
- Cultivate strong customer relationships across all relevant levels of the customers organisation.
- Accountable for meeting and surpassing the volume and revenue targets agreed.
- Responsible for bringing the voice of the customer into Freightliner.
Main duties and responsibilities:
- Develop and implement a sales pipeline strategy to meet and exceed volume and revenue targets.
- Create detailed account plans that outline actions needed to grow and retain existing customers while also developing and securing new ones.
- Proactively generate, qualify, and convert leads, and execute sales plans accordingly.
- Establish a clear customer communication review process to ensure the Freightliner value proposition is well understood and embraced.
- Utilize customer KPIs, ensuring they are effectively communicated both internally and externally, and engage stakeholders with clear actions to enhance performance.
- Foster strong, collaborative relationships and maintain productive relationships with internal departments to ensure top-notch service delivery.
- Ensure accurate and timely feedback into Freightliner to ensure we are offering a market leading service/price.
- Manage and schedule weekly face-to-face customer appointments.
- Develop compelling value propositions, provide quotations, and conduct follow-ups.
- Compile and analyse personal sales performance metrics.
- Maintain a calendar of customer interactions and ensure rate/service renewals are accurately recorded in the CRM system.
- Oversee credit control, ensuring customers stay within their credit limits and pay within the agreed time frame.
- Ensure accurate and up-to-date CRM system data to improve performance.
- Stay informed on competitor activity and market trends, and report relevant developments.
- Represent Freightliner at industry events and other relevant external meetings.
KPI’s/Performance Measures:
KPIs aligned with specific business goals and objectives. Monitor performance, ensure alignment with strategic goals, and drive continuous improvement.
- Sales and Revenue Performance:
- Volume and Revenue Growth vs Target, Pipeline management ensuring growth.
- Customer Engagement:
- Customer Retention and Growth, Customer Acquisition, Meeting frequency and Account Plan completion
- CRM Tool:
- Timely and accurate updates
- Financial Management:
- Credit control compliance, including credit limit adherence and on-time payments.
Personal Specification:
- Extensive experience in Sales, Business Development, or Account Management, preferably within the transport or supply chain industry.
- Strong leadership abilities, with a clear and effective communication style across all internal and external stakeholders.
- Proven success in identifying and securing new business opportunities.
- Financially savvy with a track record of optimizing sales value.
- Ability to swiftly adapt to and manage day-to-day commercial challenges and changes.
- Excellent customer interaction and communication skills.
- Proven experience in collaborating effectively with commercial and operational teams.
- Proficient in best practice account management techniques.
- In-depth knowledge and experience with CRM systems.
- Strong administrative skills.
- Possession of a full, clean driving license.
Behavioural Competencies:
- Strong commercial awareness and business acumen.
- Approaches tasks with positivity, confidence, energy, and resilience.
- Exhibits a high level of self-motivation and determination.
- Proactively seeks opportunities for improvement and takes the initiative to implement changes.
- Upholds a high level of integrity and transparency, with a strong commitment to good governance.
- Demonstrates high energy, motivation, curiosity, and a passion for operational excellence and innovation, driving business growth and success.
- Leads by example, providing clear, honest leadership that drives results.
- Actively listens to others’ perspectives and offers constructive feedback and coaching.
- Consistently maintains a high standard of personal presentation.
Our commitment to you, once you join our team, is to foster growth and provide developmental opportunities to ensure you reach your utmost potential.
We are looking for the most committed and reliable individuals who possess the knowledge, skills and experience needed for their roles.
In return we can offer competitive pay, excellent benefits, a competitive pension scheme and a rewarding career in an award-winning team.