Are you a strategic thinker with a passion for logistics and business growth Join Kuehne+Nagel as the Integrated Logistics Head of Business Development in India! In this role, you&aposll lead our business development efforts, drive strategic initiatives, and foster strong client relationships. You&aposll be at the forefront of delivering innovative logistics solutions and expanding our market presence. If you&aposre ready to take on a leadership role and make a significant impact in the logistics industry, we want to hear from you!
Your Role
Business Development Manager is the sales executive responsible to develop new Integrated Logistics business within India. She/He defines the go to market strategy together with Global Head of Integrated Logistics Business Development (GY-V). She/He manages all Business Development actions over the countries and actively approaches new potential customers to trigger opportunities for business development.
Your Responsibilities
Segment specific go-to-market approach
- Liaise with global Integrated Logistics Business Development community to develop segment specific go-to-market approach, focusing on national accounts in Italy.
- Own specific go-to-market initiatives to strengthen awareness, positioning and lead generation for service offering of KN Integrated Logistics, e.g. participation in selected relevant events and representation in selected media.
Pipeline development (pro-active)
- Define long-list of target accounts.
- Liaise with KN organization to identify and approach suitable stakeholder within target accounts.
- Develop customer specific 4PL proposal based on in-depth understanding of customer situation and pain points.
- Present 4PL proposal to customer stakeholder and engage in required follow-up work to convert target account to qualified opportunity.
- Follow-up on presentation requests from KN organization in the specific segment
Opportunity management
- For qualified opportunities from pro-active pipeline activities, ensure development of attractive commercial proposal in close collaboration with SD community and MY-Bs.
- Lead customer communication during entire opportunity cycle process until opportunity is closed (win/lost/cancelled)
eControl
- Ensure in-market positioning of eControl in close collaboration with KN global marketing.
- Own follow-up on customer demo requests for eControl, including commercial offer submission and opportunity closing based on standard commercial terms.
Your Skills And Experiences
- Academic degree in supply chain management or business-related field preferred
- >5 years of logistics market experience (preferably global scope covering all transport modes)
- Practical experience in business development for logistics and supply chain solutions
- Strong commercial and analytical acumen
- Customer engagement skills to ensure constant pipeline development
