Deskripsi Pekerjaan

PURPOSE  
 
Organization chart must be attached if job has direct management responsibility. Contract Logistics Business Development Manager is responsible for developing existing or new Contract Logistics business within the country. He/She coordinates all Business Development actions and trigger opportunities within the targeted industry verticals, including the preparation and presentation of business proposals.  He/She works with the NKAM’s to collaboratively develop opportunities into business wins.  
 
OBJECTIVES
 
Opportunity development – new customers
 
  • Develop strong opportunity pipeline for large accounts and mostly for Focus & Target / existing account list
  • Introduction of new customers in the targeted vertical that is currently not is K + N portfolio Manage opportunities for pan-regional customers that will result in new operations in Indonesia
  • Identify new product opportunities and develop creative solutions to fulfil customer needs – value based selling
  • Build strong relationship with key contacts / executives within customer organizations to understand opportunities for K + N Contract Logistics
  • Set revenue goals towards new customer acquisition on an annual basis that is in line with the business plan for the region
  • Collaboration with global & regional products organisations that enables Crossselling K + N suite of services (Supply chain services)
  • Develop industry specific sales material and gather market specific content
Account development – existing nominated customers
 
  • Develop and implement account plans for major accounts.
  • Work collaboratively with nominated K + N NKAM’s and GKAM’s to develop account plans.  To be aligned on the direction and approach to developing the customer account. 
  • Ensure K + N and customer expectations are aligned
  • Manage on going customer engagement towards greater collaboration
  • Identify and capitalise on new revenue streams with the customer or increase scope of services offered to the customer
  • Identify key customer drivers and ensure this is well managed
  • Direct operational issues to the correct operational owner and ensure that corrective actions are put in place
  • Drive proactive suggestions for on-going improvement process
  • Maintain close communication with customer and K + N operations team to assure uniform understanding of customer expectations relative to operational solutions, timeline, costs and results are maintained
  • Assist K + N and customer with KNPS programme development as needed.  Act as the communication bridge to support KNPS team to work with customer.
Networking within Kuehne-Nagel
 
  • Work collaboratively with RL-V to ensure Indonesia business development efforts are aligned and in accordance with Regional and Global directives.  
  • Take advantage of expertise developed within Kuehne + Nagel to capitalize on value creation opportunities
  • Entry point for Global initiatives and Corporate reporting
  • Take part of the Global KN CL Business Development community
  • Bridge with other Business Units to coordinate actions and generate opportunities o Coordinate actions over the region by liaising with colleagues allocated in the other clusters
  • Engagement with the global industry vertical lead to align on target setting and development
  • Identify and translate success factors from other regions towards business development and customer acquisition
Support & Management of in-country business development team (where necessary)
  • Set new business revenue target for the BD team members in the nominated vertical and ensure this is managed through direct and in-direct engagement
  • Ensure quality and value generated from RFI/RFQ/RFP documents & solutions are consistent with K+N 
  • Support local business development team for significant opportunities
  • Optimize utilization of resources / support
 Pipeline Development and Management
 
  • Responsible to keep CoreLog system upto date 
  • Ensure that CoreLog is updated on a regular basis to maintain accurate reporting o Responsible to be first receiver of RFI (Request for Information) from Customers and subsequently ensure timely completion and return.
  • Drive the management and accuracy of industry and market research information to support pipeline and business development efforts.
  • Maintain and up-to date and accurate library of presentation sets needed for business development and customer presentations including local, regional and global case studies.  
Proposal Management 
  • Drive and lead the management of RFQ’s (Requests for Quotations)
  • Work with solution design team to ensure solutions are completed on time and incorporated into the responses to customers. 
  • Prepare and present customer presentations in response to RFQ and any other customer presentation. 
  • Manage and lead the RFQ process from start to finish. 
  • Be involved with commercial and contractual discussions as required to close opportunities and contractual discussions
PROBLEM SOLVING
 
  • Customer feedback – in regards to operations matters and feedback to operations head
  • Commercial challenges in pricing or contract
JOB REQUIREMENTS
 
Education
  • Degree in related field
  • Relevant transport management qualifications  
 Experience
  • At least 7 years business development management working experience.
  • Knowledge of distribution IT software + MS OFFICE 
  • Solid understanding and experience of theory and practice of supply chain management, Warehousing and transportation in particular
LANGUAGES
  • Local Language 
  • English
OTHER REQUIREMENTS;
  • Ability to coach and mentor others
 
 
 

Tanggal ditayangkan: 10 February 2020, ditutup tanggal 11 March 2020