Business Development Manager (Based in Mumbai, India)

Purpose

To realize business growth, increase market share and meet all defined commercial objectives within the guidelines and time frame of the overall business plan

Role

Generate new business and acquire new Deepsea customers with focus on multi-level & relational sales approach.

Key Responsibilities

• Accountable for delivering revenue, margin, order intake, and KPI within the assigned account base.
• Understand and map every touchpoint in Deepsea customer's buying journey to develop an effective sales strategy.
• To manage a pipeline with multiple Deepsea accounts within the assigned territory.
• Lead the opportunities pursue process for all received Request for Quotations (RFQs) and inhouse generated leads, particularly from Competitive Quote Process.
• Pitches for service contract to consolidate the Deepsea customers service business into Radio Holland network.
• Generates proposals, prepares service contract quotations, and demonstrates value proposition to Deepsea customers.
• Boost win rates through deploying rigorous sales processes, pricing, contracting and negotiation, to accelerate the growth of all services across the entire service portfolio.
• Schedule and conduct regular meetings with fleet teams to develop and drive business opportunities.
• Proactively develop a strong understanding of the fleet operations and priorities for each assigned account.
• Accountable for maintaining positive, mutually beneficial relationships with fleet teams, particularly at the head of ship management/purchasing level and leverages those relationships to win new business.
• Determine prioritization of action for multiple assigned accounts based on strategic match (value proposition), sales-pursuing probability, compliance and account risks, all while maintaining a high level of commitment and accountability for assigned accounts.
• Identify disconnects in service and customer expectations before they become issues, then work with the line manager to correct identified issues.
• Understand the formal and informal decision-making process within each of the accounts and drive the regular cadence/governance accordingly.
• Timely resolve the customer issues and challenges as the initial escalation point.
• Monitor the account management KPI on spot service and trade sales revenue.
• Documents, validates and tracks leads and opportunities through Customer Relationship Management (CRM) system.
• Coordinates closely with Global Inside Sales and Global Operations in all aspects of opportunities capture and proposal processes.
• Ability to travel up to 10 days each month visiting fleet teams face-to-face in a sales capacity.
• Keep abreast of competition, competitive issues and technology.
• Strictly comply with, all corporate policies and compliance regulation.
• To prospect via email, LinkedIn, outbound calls, and attend conferences and events

Requirements

• Bachelor or master in Business administration
• 5+ years of related working experience with solid connection with the shipping companies. Demonstrate successful track record of achieving US$1 million+ annual quotas.
• Strategic capabilities
• Business intelligence
• Communication and interpersonal skills
• Negotiation and Persuasion skills
• Research and analytical skills
• Strong in networking and relation building
• Team player
• Commitment to accuracy, attention to detail and follow-through with a focus on achieving the top standard of customer satisfaction, stress resistance
• Industry knowledge
• Product & Service level knowledge
• Candidates staying in Mumbai are preferred due to geographical consideration, as the primary work location is in Mumbai

Candidates applying for this position, please state your current and expected basic salary as well as availability in your resume.