Regional Head of BD - LCL & CRM, IMEA

Job Description

Drive the strategic product growth as defined business plan. Simplify and standardize LCL price structure, enhance pricing effectiveness, improve new-win and renewal ratio via “Price to market” strategy. Collaborate with sales function to drive pipeline quantity, quality, win-ratio, churn, conversion-ratio, and identify root reasons of lost opportunities.

8+ years of experience in the freight forwarding/logistics industry, with exposure to leading global players and strong market understanding. Deep expertise in LCL (Less than Container Load) sales, with a track record of driving profitable growth, building strategic customer relationships, and expanding market share. End-to-end ownership of the sales cycle—from opportunity identification and customer engagement to solution design, commercial structuring, and deal closure.

Pricing Management on LCL

• Set pricing strategy per business plan to support the growth ambition
• Standardize and simplify price structure to support new business acquisition
• Enhance the price governance to ensure the profitability
• Consolidate, validate and communicate market intelligence to regional LCL product managers

Drive sales and customer awareness (CRM and LCL)

• Plan, coordinate and conduct product knowledge training to regional commercial team
• Communicate product development and new service features to sales community and strategic customers
• Support sales function on target verticals, segments and focused trade lanes to boost product revenue growth.

Support sales to deliver product growth targets (CRM and LCL)

• Drive sales pipeline quantity and bridge it to business target across region and area level for each product
• Support sales to target “Right opportunities from Right Customer”
• Drive win-ratio, retention-ratio and contract fulfillment performance
• Coordinate products and sales to shorten the sales circle time

Product solutioning (CRM and LCL)

• Work with CSM (Customer Solution Management) and Solution Design to develop right solution to meet customers’ needs and win business, at the same time safeguarding complying with operational capability.

Coordinate new business onboarding (CRM and LCL)

• Support sales and operation to onboard new business as planned by coordinating with key stakeholders.
• First escalation for sales on new customer on-boarding challenge

Accountable for:

• Products’ topline growth target
• Product and Commercial alignment
• Won ratio via effective price setting
• Drive marketing champion for products
• Level of sales awareness on products
• Level of customers’ awareness on products
• Coordinate LCL product marketing champion

Critical Competencies & Skills:

• Abundant product knowledge and experience
• Comprehensive understanding on global forwarding business
• Visionary and strategic thinking
• Data-driven decision-making skills
• Customer centric mindset
• Ambitious growth confidence
• Strong project management skill
• Strong collaboration willingness.
• Influential communication skills

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