Job title: Chief Commercial Officer - 3pl
Job type: Permanent
Emp type: Full-time
Industry: Logistics Distribution and Supply Chain
Expertise: Sales & Marketing
Skills: singapore sales 3pl
Salary type: Annual
Salary: SGD $280,000.00
Job published: 2021-05-20
Job ID: 32133
Contact name: Rushit Shah
Contact email: [email protected]

Job Description

Introduction to the Role

Position Title General Manager - Global Business Development & Sales

Reports To Executive General Manager

Region Global

Location Singapore

 

OVERVIEW

Position Summary

To lead our Client's Logistics’ global sales and business development activities for the purposes of delivering on our 10 year revenue growth, revenue diversification and margin growth objectives. Pivotal to this role’s success is the careful and successful execution of well-developed strategies, focussed on delivering the targeted market share growth, brand awareness, sales quality and financial performance. The Global Business Development & Sales Manager will use their international knowledge to communicate in a culturally sensitive manner, create ideas and strategies aimed at localising our service/product offering and follow trends in international markets. Of specific focus for the Global Business Development & Sales Manager, will be the personal development of the Asian market.

This role is responsible for pro-actively:-

1. Developing a professional, high performing team and culture, focussing on standards, behaviours and results;

2. Delivering sales and business development, margin and DE risking targets by providing direction, leadership,

planning and execution with respect to targeted industry sectors, product categories and service segment growth;

3. Developing individual business plans for each targeted country (down to targeted industry sectors, product categories and service segments);

4. Administering and developing initiatives to increase sales and market development activities, including but not limited to, service product offerings and the development and effective management of the sales organisation to deliver sector/category and segment specialisation, intimacy, alignment, growth and retention;

5. Analysing and evolving the sales organisation’s business strategies and developing improvement plans for same to provide targeted growth;

6. Evaluating market trends and providing appropriate support to product development;

7. Managing all sales and business development processes and ensuring compliance with organisational and government policies and regulations;

8. Coordinate with Country and International management team to maintain budgets and participate in the requisite forums;

9. Prepare and implement various capture methods for business development;

10. Prepare pricing strategies to deliver on the growth, margin and retention targets;

11. Maintain regular and structured communication with the SLT and the EGM.

KEY RESPONSIBILITIES

Strategic Alignment

 Develop the business strategy and programs to lever and execute scale opportunities globally

 Develop and maintain comprehensive knowledge of a specific market/industry to identify and develop a pipeline of potential customers aligned with strategic and operational priorities

 Ensure current products and services are constantly reviewed to ensure the long term strategic context is understood in order to facilitate innovation and customer centred actions

 Strategic alignment measured against the 10 year plan

Planning and Systems Implementations

 Execute and implement sales management processes and systems

 Benchmark and analyse sales performance by operation and develop corrective actions in conjunction with direct reports, peers to bring about desired results

 Ensure the development, training and implementation of the strategies are in place to increase sales effectiveness across all market segment channels

 Explore new business opportunities inclusive of new technologies or innovate commercial structuring

 Sales reports/plans

 Financial reports - end of month, MME reporting, Divisional Marginal Reports

Business Development & Account Management

 Build and maintain effective working relationships with existing customers and those on the pipeline

 Facilitate development and execution of tailored customer value proposition for each customer

 Support the development of marketing strategies and tactics to entice customer attraction

 Provide timely and relevant information on customer trends, to enable proactive decision making to improve the profitably of the business

 Ensure the sales team build and maintain strong professional relationships with customers

 Manage direct reports ensuring they are working towards achieving revenue budget and EBIT

 Manage the transition of a customer from solution proposition to operational execution by liaising with and maintaining strong relationships

 Quarterly reviews and updates, analysis of financials to ensure increased revenue growth

 Sales KPI’s

Finance, Budget and Reporting

 Lead the process of developing sales budgets, forecasts and revenue control strategies

 Establish revenue targets for the long term business plans

 Support Finance and the Commercial Team to develop commercial performance and pricing methodology

 Create a growth and EBIT oriented environment to drive achievement of budgeted revenue and profitibilty

 Financial reporting – MME, end of month, Divisional Marginal Reports

 Sales Dashboard

 Analyse and understand the activities of competitors, reporting on competitor intelligence, developing and securing new business and providing market advantage

 Support the development of a sales dashboard to monitor performance against agreed internal and customer performance measures and service level delivery

 Ensure quality reporting is developed and delivered to the business and clients to provide insights and value

 Communicate sales dashboards and statistics (outcomes, trends) to senior management on a quarterly basis

Projects

 Support preliminary financial analysis to ensure projects are commercially viable

 Drive project delivery and achievement of business case commitments

 Project execution aligned to the 5 year plan

People Management and Development

 Develop a performance driven culture within the sales division

 Lead initiatives in all people surveys and develop action plans

 Ensure performance reviews are engaging and completed on time

 Identify and facilitate the career development of high performers on an ongoing basis

 Develop the professional skillset of staff to ensure deep technical understanding of customer requirements and the customer methodology

 Build team and individual capability, ensuring personal effectiveness for work in current and future roles

 Monitor performance against individual and team KPI’s and take corrective action as required

 Minimise turnover by creating a high performing, proactive and inclusive working environment

 Provide a safe working environment within your area of responsibility, supporting a “safety first” culture

 Staff retention

 Training and development plans

 Employee satisfaction

 

KEY CHALLENGES

Establishing a global footprint, competing against low cost providers along with creating competitive differentiation.

Key Relationships

Team Members (Peers)

 Business Unit Mangers

 Commercial & Vendor Management team

 Internal Logistics Senior Management Team

 Operations Manager

 Customer Service team

Direct Reports (Your Team)

 Sales Team

Key Stakeholders

Internal

 Operational Excellence (HSE Team)

 GM’s various Business Units

 Procurement

 Human Resources

External

 Existing & Potential Clients

 Suppliers

 Partners

 Industry networks

 

KEY REQUIREMENTS

Experience & Qualifications

Mandatory (critical for the role)

 Demonstrating the Values

 Strong safety focus

 Ability to develop and execute on strategy

 Financial and budgeting

 Exceptional interpersonal and consultation skills

 Exemplary written and verbal communication skills

 Ability to work collaboratively

 Master of influencing/negotiations

 Analytical thinking and trend analysis

 Commercial acumen

 Current drivers licence

 Demonstrated sales experience within a global sales environment

 Excellent written and oral skills

 Demonstrated leadership skills

Desirable (preferable for the role)

 8+ years experience in a similar role with a medium to large organisation

 Certificate IV in Business Sales + Diploma of Business

 

VALUES

As a employee, we expect that you will commit to these Values, which we believe will underpin our future success.

Skills Required

Skills (Technical, Business, Leadership)

 Results oriented

 Leads change

 Influences outcomes

 Influencing/negotiation skills

 Commercial acumen

 

 

 

 

 

 

 

 

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