PURPOSE
Nippon Express is a leading global logistics provider with majority of its market share comprising of Japanese clients. Revenues are in excess of US$20B annually. To expand rapidly in the global freight forwarding market, it is essential to activate and expand sales activities under the non-Japanese client portfolio.
The APAC Business Development Director will:
- Report to the General Manager / Global Head of Business Development of Global Key Account Sales (GKAS) this group is a Global Headquarters team based in Singapore and it reports to Japan HQ.
- Work in a global sales position within the company to achieve growth in non-Japanese client portfolio.
- Possess strong leadership skills, self-motivated attitude, strong passion for aggressive sales and the ability to develop new business from scratch in a global environment.
KEY RESPONSIBILITIES
- Identify and develop new potential non-Japanese global accounts, through a developed sales process that operates across borders and use best developed industry practice, to achieve success.
- Major focus on Freight forwarding and Contract Logistics and related activities. Industry specialization is in Hitech would be desirable
- Supplement existing team with Contract Logistics expertise in Design and Solutions to existing customers whilst developing your own portfolio within a Global Account portfolio.
- Develop pricing strategies and get internal alignment on costs versus market rates to win business, but understanding and communicating any potential risks, to the business stakeholders.
- Develop and execute business development strategy to penetrate potential non-Japanese global accounts, utilizing Salesforce, Pipeline management, account maps and superior relationship skills.
- Identify opportunities for campaigns, services, and distribution channels to leverage the global account sales strategy.
- Define long-term organizational strategic goals to grow and retain the existing accounts.
- Establish strong, multi-level, win-win relationships with the account, including main decision makers and take full commercial ownership of the account.
- Drive cross regional and global sales teams to strengthen the relationship with the target global accounts at all the levels and geographies with a focus on APAC
- Deliver revenue and P&L targets for all the new global accounts, subject to countries being open with profitability.
- Work closely with Senior and Middle level management, regional executives to manage all the customer activities for the global business development and align with the commercial teams and strategies.
- Work closely with the Global Forwarding and Logistics teams to accommodate and develop the service through continuous feedback from client and design customized solutions for complex business models of global clients
- Coach and mentor country and regional teams where needed.
- Drive RFQ and tender strategies Globally / Regionally in targeted accounts, to position ourselves to win, whilst balancing country dynamics and capabilities.
QUALIFICATIONS & EXPERIENCE
- Bachelor's degree
- Proven track record of business development with over 10 years of experience in global account and general sales within in the freight forwarding industry
- Superior knowledge about market, competitor and industry trends
- Strong aptitude towards business development; business process, its application and how to make it happen within Nippon Express.
- Strong analytical and presentation skills
- Proven manage negotiation and tender process
- Builds strong and lasting relationships at all levels, used to working within a regional or global matric environment.
ATTRIBUTES OF THE CANDIDATE
- A confident personality with strong interpersonal, negotiation and communication skills.
- A team leading and self-motivated individual.
- Ability to engage with various internal and external stakeholders.
- Ability to mentor and coach respective countries within the region.
- Strong virtual people management and virtual team building skills
- Culturally sensitive and Hands on approach
- Meticulous and detailed personality.
