Business Development Manager - Freight Management

Job Purpose

The Business Development Manager is responsible for developing and managing their own portfolio of Freight Management customers, focusing on attracting new customers, developing existing accounts and identifying new commercial opportunities. The role has direct responsibility for achieving individual Revenue and Gross Profit targets, building a sustainable commercial pipeline and driving profitable business growth by promoting and selling DP World solutions according to customer needs. The position requires an active market presence, the development of long-term commercial relationships and close collaboration with the internal Operations, Pricing, Tender Management and Finance teams and the other DP World commercial structures.

Key Accountabilities

· Actively identifies, prospects and develops new customers and business opportunities in the Freight Management market.

· Builds and maintains a healthy commercial pipeline, in line with individual and departmental targets.

· Plans and carries out regular visits to customers and prospects, identifying logistics needs and development opportunities.

· Understands the business, supply chain and requirements of customers and, together with the internal teams, develops commercial solutions tailored to them.

· Promotes the full relevant portfolio of DP World services and identifies cross-selling opportunities across DP World products, countries and entities.

· Follows up on leads received from within the DP World organisation and ensures timely feedback and follow-up.

· Works with DP World commercial teams in other countries, as well as with KAM/GKAM and other relevant structures, to develop cross-border and global opportunities.

· Coordinates the commercial process for their own opportunities: qualification, RFQ/tender, pricing, quoting, negotiation, follow-up and closing.

· Negotiates commercial terms with customers within their level of authority and pursues a sustainable level of profitability.

· Works with Operations, Pricing, Tender Management and the other relevant functions to develop and implement the solutions offered to customers.

· Ensures proper handover of won business to the operational teams and follows up its implementation from a commercial perspective.

· Maintains an active relationship with customers after the business is won, monitors their satisfaction and intervenes commercially when risks or opportunities are identified.

· Manages and develops the allocated customer portfolio with the objective of increasing Revenue, Gross Profit and customer retention.