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Projects Business Development Manager

Date: 04-Jun-2019

Location: Dubai, United Arab Emirates

Company: Panalpina

Req ID: 160686 - Posted 06/04/2019 - Projects Operations (PP-2)
Job Function: Energy Solutions
Full-Time/Part-Time: Full-time
Contract Type: Permanent
Job Level: Professional
Office Location: Dubai - DWC (DWC)

Travel Required: up to 50%

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 Projects Business Development Manager to achieve Projects sales plan objectives with assigned clients and targets by effectively selling Panalpina’s Project Solutions.


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

• Assure the successful client integration

• Provide information to Regional Projects Team for “sales planning” and forecast activities (including prospect qualification, clients and local market intelligence)

• Maintain CRM

• Execute Projects sales process

• Ad-hoc Pricing tasks including but not limited to:

• Procurement for BB/ HL rates

• Submit quotations direct to customers in line with margin guidance provided by the Regional Heads Of Projects MEAC

• Communication and Coordination with Products to get the rates

• GRO support together with Regional Tender management

• RFQ review together with Tender Management

• Monitor quotation and tariff rate expiry

• Analyze relevant post mortem feedback on all quotes

• Regularly conduct data quality checks for pipeline management and defined sales milestones

• Any other task the Regional Head Of Projects could assign him


• Strong commercial and technical Knowledge in Projects

• Business administration / commercial background

• Project Management/ Operations background

• Sales experience within Projects (minimum 5 years)

• Min 10 Years work experience in the Freight Forwarding Industry

• Min 5 Years work experience in Project Forwarding

• Functional experience in air / sea / Contracts logistics/ customs brokerage

• Middle East market knowledge (customers, competitors, suppliers)

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


• 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

• Relationship building and maintenance capabilities

• Results oriented

• Customer focus

• good Presentation skills

• Persistence

• very good MS Office skills (Excel, Word, PowerPoint)


• Fluent in business English (written and spoken)

• Fluent in country local language preferred (written and spoken)