LCL & CRM Business Development Manager

Role Purpose

This role is responsible for driving LCL product growth, commercial performance, and pricing strategy across the assigned area. The position bridges product, sales, and pricing functions to enhance pipeline quality, improve conversion, and ensure competitive, data-driven pricing strategies.

The role also focuses on digital growth, pricing optimization, and customer contract performance, while strengthening product awareness and supporting sales effectiveness to achieve business targets.

Key Responsibilities

Product Growth & Sales Enablement

• Drive product awareness across internal sales teams and customers to support business growth
• Partner closely with sales to improve pipeline generation, conversion, and retention
• Support key opportunities, including solution design and customer engagement when needed
• Coordinate onboarding of new business and act as escalation point for onboarding challenges

Pipeline & Performance Management

• Manage opportunity pipeline quantity and quality to achieve growth targets
• Monitor key metrics such as win rate, conversion ratio, and churn
• Identify gaps vs. targets and drive action plans with stakeholders
• Shorten sales cycle through improved coordination between teams

Pricing Strategy & Optimization

• Define and implement pricing strategies across spot, contract, and digital channels
• Ensure pricing competitiveness aligned with market conditions and customer segments
• Simplify and standardize pricing structures to support scaling and automation
• Provide pricing guidance and alignment to stakeholders across the organization

Digital & Market Development

• Drive growth of digital channels and automated pricing solutions
• Monitor digital funnel performance (e.g., search-to-quote, quote-to-book) and optimize conversion
• Consolidate market insights and share actionable intelligence to improve competitiveness

Customer & Contract Performance Management

• Oversee performance of customer contracts (long-term and short-term)
• Conduct regular reviews and recommend pricing adjustments based on performance
• Ensure proper application of contract terms and conditions

Surcharge & Commercial Governance

• Standardize and manage surcharges and add-on structures
• Ensure clear communication and alignment across stakeholders when adjustments are required

Stakeholder Collaboration

• Work cross-functionally with product, sales, marketing, and operations teams
• Align with regional and area stakeholders to drive consistent execution of strategy
• Support go-to-market initiatives, RFQs, and strategic opportunities

Key Accountabilities

• Product growth (volume and revenue)
• Gross profit and pricing effectiveness
• Pipeline health (quality, conversion, retention)
• Digital channel performance and growth
• Customer contract performance
• Pricing competitiveness and governance

Reporting Line

• Reports to: Regional / Area Product or Commercial Lead
• Works closely with: Sales, Pricing, Marketing, Operations teams

Requirements

• Strong experience in freight forwarding / logistics, preferably LCL
• Solid understanding of global supply chain and commercial dynamics
• Experience in pricing, commercial strategy, or product management
• Strong analytical and data-driven mindset
• Proven ability to collaborate across functions and influence stakeholders
• Customer-focused with strong business acumen
• Good command of English

Key Competencies

• Commercial & strategic thinking
• Pricing and analytical capability
• Stakeholder management and collaboration
• Customer-centric mindset
• Communication and influencing skills
• Results-driven with strong ownership

Maersk is committed to a diverse and inclusive workplace, and we embrace different styles of thinking. Maersk is an equal opportunities employer and welcomes applicants without regard to race, colour, gender, sex, age, religion, creed, national origin, ancestry, citizenship, marital status, sexual orientation, physical or mental disability, medical condition, pregnancy or parental leave, veteran status, gender identity, genetic information, or any other characteristic protected by applicable law.
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