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Business Development Manager/ Gerente de Desenvolvimento de Negócios (160903/1619/AS)

Date: 05-Jul-2019

Location: Sao Paulo, Brazil

Company: Panalpina

Req ID: 160903
Job Function: Logistics
Full-Time/Part-Time: Full-time
Contract Type: Regular Employment
Job Level: Professional

The Panalpina Group is one of the world's leading providers of supply chain solutions, combining its core products of Air Freight, Ocean Freight, and Logistics to deliver globally integrated, tailor-made end-to-end solutions. The Panalpina Group operates a global network with some 500 offices in more than 70 countries, and employs around 14,000 people worldwide.

We are looking to hire a Business Development Manager/Gerente de Desenvolvimento de Negócios

Purpose of the position

* Responsible for the development of new business on Logistics area.

* Interact with Ivs, TDLs and Sales managing opportunities related to Logistics.

* Measure ans monitor the logistics business opportunities.

* Prospect and develop opportunities that will support the growth of Panalpina's Logistics.

Key Tasks

* Manage the development of new business related to Logistics;

* Prospect new customers and opportunities on Logsitics market;

* Lead the development of busines genarate through the Freight Forwarding services relationship;

* Provide technical support to the Sales Team (IVs, TLDs and Sales), managing the opportunities related to logistics services desired and offered by Panalpina;

* Evalute business opprtunities and its adherence to the scope of services offered by Panalpina;

* Manage sales pipeline related to the Logistics opportunities in Brazil;

* Design business case, considering nem assets and investments needed;

* Grant the management of the logistics business opportunities and Pipeline visibility, with the goal of anticipating potencial new customers to be implemented.

* Measure and monitor the logistics business opportunities (originated in Logistics and in the International Sales teams), through the Monthly Pipeline Report, with the goal of the mapping of our business development, Sales Cycles and anticipate potential new customers (new implementations) in order to organize resources and also to identify weaknesses and reasons for new opportunities losses in order to improve our approach and grant more effectiveness in future developments;

* Increase the New Business Retention rates, through a more effective technical approach of logistics sales;

* Through the technical sales approach, understand the customers needs in order to sell Value added services, improving Panalpina margins and profits in Logistics operations.

* Manage the monitoring Business Report through the Pipeline. Adjust and clean up CRM opportunities in order to effectively use the standard tools owned by the Company, grant business and manage visibility;

* Prospect and develop opportunities that will support the growth od Panalpina's Logistics with the desired and budgetes profits and economic indexes (EBIT / EBIT 1 / EBIT 2);

* Execute all the internal activities related to the Commercial relationship: Proposals, Contracts, Assessment form, and all the orther procedure documents in para llel with the implementation team activities;

* Lead RFQs involving all the needed Areas in Logistics (Projects, Security, Legal, and Financial);

* Grant the effective Pipeline inputs and management in the CRM tool;

Decision Making Authority

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

* Experience in Logistics Business Development or Logistics Projects;

* Desirable if perfectioning courses or workshops in Logistics / Domestic Logistics - General

* Warehousing Legislation & Transport Legislation / Legal & Tributary Legislation for both Importation and domestic ops / Importation and Exportation processes;

* Panalpina's strategy and products;

* Logistics know-how;

* Regulatory aspects affecting Panalpina and industries;

Skills & Competencies

* Markets (customers, competitors, suppliers, overall envionment and major tradelanes);

* Trends and opportunities in the forwarding industry;

* Negotiation skills;

* Supply Chain Management and logistics;

* Good financial skills;

* Ability to review analyze and understand contratcs;

* Take complex decisions and be accountable, demonstrating managerial courage and taking responsibility while managing risk.

Educational background / Work experience

* Degree in Business administration, economics, marketing or logistics preferred;

* Minimum of 5 years od leadership/mangement experience preferred;

Language Skills

* Fluent English

* Spanish (is a Plus)

Computer Literacy

* Knowledge of MS-Office products;