Trade Lane Development (Senior or Manager)

Job Description

This position is responsible for delivering the budgeted Ben Line Freight Solutions (BLFS) revenue and gross profit. You will be supported by a collaborative group of logistics, supply chain, and procurement professionals all working together to drive growth. You will demonstrate integrity, teamwork, and a passion to deliver successful business results in a manner consistent with Ben Line Agencies (BLA) culture, utilizing highly strategic selling techniques.

Success will be obtained by navigating complex sales conditions with target market decision makers and promoting our dedicated routines between the Trade Lane countries. This position will also demonstrate BLFS’s value through discovery, presentations, collaboration with senior leadership, and ultimately negotiating and winning new business. The territory and/or focus of this sales position is Trade Lane Development. You will be measured and held accountable to deliver profit through growth in New Customer Acquisition, Sales Revenue, Margins, and Volume Targets within the dedicated trade lane.

Prospecting and New Business Development:

• Deploy & qualify the potential customers who have the enquiry of Ocean Freight/Airfreight for dedicated trade lane
• Generate Sales leads for new and additional nominated business from/to Vietnam on the specific Trade Lane.
• Coordinate with Sales owners in the decision maker’s country to secure large tenders and business opportunities from/to Vietnam
• Maintain large existing BCO nominated accounts and build the relationship with their main trading partners in Vietnam
• Engage Trade Lane coordinators dedicated to Intra Asia Countries
• Identify avenues to generate leads with Benline network for new customers and/or additional business
• Review and eliminate factors behind churn / loss of business
• Develop, maintain and grow the existing relationships with principals/business partners, in line with the agreed Sales KPIs per customer needs and to enhance the customer experience and retention.
• Ensure awareness on BLFS’s suite of services within the network, acting as the ambassador for BLA promoting all new offerings, products and solutions.
• Monitor and analyze active accounts’ volumes, revenue contribution, and overall performance and action on the Trade Lane dedication.
• Identify and implement cross selling opportunities from the existing BLA array of service offerings.
• Submit customer performance analysis & customer background to senior management (if required)
• Review with Sales owners in the decision maker’s country and with the trading partners in Vietnam the expected volume from large existing nominated accounts
• Establish expected growth rate (negative or positive) and determine drivers/reasons behind
• Develop a pursuit plan for top lost accounts in coordination with Sales owners and prepare for next tender / contracting opportunity
• Develop a pursuit plan for top accounts expected to grow, aligned with Sales owner

Tender Management:

• Qualify and pursue tender opportunities (if any) with the existing customer base as well as for new business opportunities, in line with the BLFS Global Tender Process.
• Support Sales owners in the decision maker’s country to secure large opportunities from/to Vietnam
• Collaborate with the correct stakeholder/team/department, in line with the tender process, to ensuring optimal success for BLFS and the customer.

Role Initiatives

• Initiate discussions with internal stakeholders and relevant parties to identify and develop new products and services to help meet customers’ evolving needs.
• Identify and share with senior leadership perceived gaps in BLFS services
• Leads converted from the Network partner

KPI measurement

• Actual volume growth in focus trade lanes (Eur Inbound & IntraAsia Inbound & Outbound)
• Developing a value proposition in the main Nominated trade lanes (Europe, and Intra Asia)
• Ensure lead in the main trade lanes are generated and followed up

Job Requirement

• This individual should have a minimum of 1-2 years Sales & Trade Lane Experience and be familiar with the principles and practices of Freight Forwarding including FCL, LCL, Inland Transportation, Airfreight and Customs Brokerage.
• Experience in Intra-Asia and Transpacific markets.
• Bachelor degree or equivalent is preferred
• Ability to understand sales target, customer background & demands, performance reporting, and credit processes.
• Strong discovery, presentation, and communication skills
• Ability to connect strategy and plan, and execute accordingly
• Results oriented with a positive attitude, proper follow up and an organized self-starter.
• Need to be resourceful, proactive and positive
• Proven ability to overcome customer objections with value, and not rely on being “cheapest” to win business
• CRM experience (Salesforce, Hubspot, or equivalent)
• Proven ability to be a team player
• Written and oral fluency in English is preferred
• Experience using Microsoft Suite (Outlook, Teams, Powerpoint, Sharepoint)
• Chinese speaker as a plus point
• Self-motivated, ability to work independently with initiative, self-organizer
• Strong commitment to delivering exceptional customer experience
• Flexibility to travel nationally and internationally as required