Share this Job

Business Development Manager

Date: 26-Feb-2019

Location: Cairo, Egypt

Company: Panalpina

Req ID: 158375 - Posted 12/30/2018 - M&S Field Sales (MS-6)
Job Function: Marketing and Sales
Full-Time/Part-Time: Full-time
Contract Type: Regular Employment
Job Level: Professional
Office Location: Cairo (CAI)

Travel Required: up to 10%

Start Date: 01/01/2019

The Panalpina Group is one of the world's leading providers of supply chain solutions. The company combines its core products of Air Freight, Ocean Freight, and Logistics to deliver globally integrated, tailor-made end-to-end solutions for eleven core industries. Drawing on in-depth industry know-how and customized IT systems, Panalpina manages the needs of its customers' supply chains, no matter how demanding they might be. Energy and Project Solutions is a specialized service for the energy and capital projects sector.

The Panalpina Group operates a global network with some 500 offices in more than 70 countries, and it works with partner companies in over 90 countries. Panalpina employs approximately 14,500 people worldwide who deliver a comprehensive service to the highest quality standards – wherever and whenever.

We are looking to hire a Business Development Manager to achieve sales plan objectives with assigned SME clients and targets by effectively selling PA’s products.

Key Tasks

• Understands and ensures adherence to Panalpina Quality Policies, Standards and Guidelines (according to ISO 9’001, ISO 14’001 and ISO 18’001 certification) and ensures compliance to processes and procedures set in Panalpina IMS.

• Generate business with assigned SME clients and achieve targets in line with the sales plan

• Assure the successful client integration along with support function Tele-sales.

• Provide information to Country Head of Sales for “sales planning” and forecast activities (including prospect qualification and local market intelligence)

• Provide client and target information, maintain CRM with 100% accuracy on every sales call and visits.

• Execute sales process and achieve minimum number of sales visits per week.

Contact potential customers to profile and qualify for business opportunity.

• Draw detailed client SOP’s to ensure the operational execution.

Quality, Health, Safety & Environment

• Perform assigned tasks to support Panalpina meets its objectives and targets regarding quality, health, safety and environment as documented in IMS and follow all requirements as set out in the QHSE policy.

• It is the responsibility of all staff to ensure that their day to day activities embrace sustainability/Health and safety therefore reducing the impact upon the environment, supporting the communities we work in and reducing incidents in the workplace.

Decision Making Authority

• Pricing authority within defined guidelines

Function / Market & Industry Knowledge / Business Acumen / Process working

• Functional experience in air / sea / customs brokerage

• Sales experience

• Sales and negotiation skills

• Complete understanding of PA (strategy and products)

• Local market knowledge (customers, competitors, suppliers)

• Expertise and professionalism in customer contacts, understanding of customer requirements, analysis and resolution of problems and complaints

Skills & Competencies

• Ability to successfully execute the sales process.

• Ability to manage cross-functional interfaces (Operations and ISPs).

• Self-management (Planning, Organizing & Goal Setting, Execution)

• Decision-making capabilities

• Self-driven and with strong spoken and written communication skills

• Effective listening

• Ability to influence and convince others in a way that results in acceptance and agreement

• Relationship building and maintenance capabilities.

• Willingness to engage in constructive confrontation

• Results oriented

• Customer focus

• Presentation skills

• Persistence

Specifics for Job / Environment

• Degree in Business administration, economics, marketing or logistics preferred

• 5 years of work experience (minimum)

• At least 5 years of experience within respective industry

• 5 years of experience in supply chain management preferred

• Ensure SLA’s and SOP’s are on C-ODP and regularly maintained by the responsible person for Country Key Accounts and sizeable Country Accounts

• Drive contract negotiations for customers under his/her responsibility and support sales responsible at Country / BU level for sizeable IV customers to achieve best terms and conditions in accordance with company policy and ensure that signed contracts and addendums are properly stored in contract management system

• Drive data quality improvement in CRM within the IV in the Country

• Pro-actively escalate operational issues to relevant parties and ensure resolution

• Perform assigned tasks to support Panalpina meets its objectives and targets regarding quality, health, safety and environment as documented in IMS and follow all requirements as set out in the QHSE policy

• Ensure that day to day activities embrace sustainability, health and safety, reducing the impact upon the environment, supporting the communities we work in and reducing incidents in the workplace

Language Skills

• Fluent in written and spoken English

• Otherlanguage a plus.

Computer Literacy

• High competency with MS Office (Word, Excel, PowerPoint)