Business Development Manager

Freight Personnel; Cambridge; On-site; GBP 70,000 - 110,000; Full time

Job summary

Freight Personnel is seeking a National Commercial Manager to drive new business across the M1 Corridor and beyond. The role covers field-based territories including Northamptonshire, Cambridgeshire, Peterborough, Milton Keynes, and surrounding counties, reporting to Head of Sales (South).

You will lead a senior sales team to deliver both international and domestic opportunities, building strong client relationships and providing strategic solutions across the logistics and eCommerce space.

Qualifications

• 3–5 years' successful sales experience in parcel delivery solutions.
• Experience in logistics, parcel, eCommerce or carrier markets.
• Proven ability to acquire and implement new business while hitting sales, revenue and margin targets.
• Strong business and commercial acumen with understanding of customer and carrier economics.
• Experience planning and managing an ongoing sales activity programme and a qualified pipeline.
• Ability to identify, develop and drive new business opportunities with internal specialists.
• Strong communication and presentation skills, able to articulate proposals clearly.

Responsibilities

• Deliver international and domestic new business in line with strategy, targets and margins.
• Build and maintain a genuinely qualified pipeline via structured prospecting and appointments.
• Win new business accounts and maximize revenue and margin within opportunities.
• Maintain timely and accurate customer, opportunity and sales activity in CRM.
• Provide regular updates on target achievement, activity, pipeline and market demand.
• Plan and implement sales activity and call cycles to meet targets and actions from reviews.
• Understand prospective customers and tailor the most appropriate solution.

Skills

Strong communication

Presentation skills

Pipeline management

Negotiation

Relationship building

Tools

CRM systems

Microsoft Office

Job description

Job Title: National Commercial Manager role covering the M1 Corridor

Based : Northamptonshire, Cambridgeshire, Peterborough, Milton Keynes, Befordshire, Hertfordshire, Buckinghamshire

Department: New Business Sales

Reporting to: Head of Sales (South)

Location: Field Based

Contract: Permanent

Hours: 37.5

Our client are a leader in the creation of high-tech solutions for the eCommerce and Logistics market space. They provide a multi-carrier solution to small and large businesses alike, providing a single point of contact and a simple Customer focused delivery solution. They provide accurate and up to date tracking of all parcels, manage all questions and queries and seamlessly handle claims for missing and damaged goods. Our solution has helped many retailers reach customers across the UK and worldwide that were previously out of their reach.

Main areas of responsibility

• Deliver international and domestic new business in line with the agreed new business strategy, Sales Policy and individual sales, revenue, growth and margin targets.
• Build and maintain a genuinely qualified pipeline through structured prospecting, customer appointments and agreed channel or vertical-market activity.
• Win new business accounts and maximise the available revenue and margin mix within each opportunity.
• Maintain timely, accurate and consistent customer, opportunity and sales activity information within the CRM system.
• Provide regular business development updates covering target achievement, activity levels, pipeline conversion, new opportunities, market demand and development needs.
• Plan and implement the sales activity and call cycle required to deliver agreed performance targets, and follow through agreed actions from business reviews.
• Develop a detailed understanding of prospective customers, their suppliers, peer groups and associated companies to identify and secure additional opportunities.
• Monitor customer performance, satisfaction, service demand and risk, communicating issues to sales leadership and agreeing corrective action where required.
• Understand each customer's technology and despatch infrastructure and work with relevant colleagues to tailor the most appropriate solution.
• Contribute to the formulation and implementation of achievable sales targets and budgets, supported by timely, accurate and informative reporting.
• Maintain a clear understanding of our clients goals, policies, propositions, products and technology, and communicate these effectively to prospective and new customers.
• Promote our clients brand values through professional behaviour, effective self-management and collaborative working with colleagues.
• Contribute market intelligence, sales insight and commercial interpretation to the develop-ment of the wider commercial strategy.
• Act as a senior salesperson and positive role model, taking ownership of personal perfor-mance, capability and the quality of the sales experience delivered internally and externally.
• Continually develop knowledge of our cliuent, product innovation, consultative selling and relation-ship-management skills through an active professional development plan.
• Build strong, constructive relationships across Commercial, Operations, Finance, People, Mar-keting and Training to support company-wide success.

Education & Experience

Essential:

• At least 3-5 years' successful sales experience in parcel delivery solutions
• Experience within the logistics, parcel, eCommerce or carrier-related market.
• Proven ability to acquire and implement new business while achieving sales, revenue and margin targets.
• Strong business and commercial acumen, with an understanding of customer and carrier economics.
• Experience of planning and managing an ongoing sales activity programme and a genuinely qualified pipeline.
• Ability to identify, develop and drive new business opportunities, involving internal specialists where required.
• Strong communication and presentation skills, with the ability to articulate proposals clearly in writing and in person.
• Competence in Microsoft Office, CRM systems and relevant sales technology.

Desirable:

• Experience of developing business within defined channels or vertical markets.
• Demonstrable success in building and strategically managing complex customer relationships.

Personal:

• Results-focused, energetic and self-motivated, with credible personal presence and a well-founded belief in the value offered.
• Commercially aware and consistently attentive to business priorities, customer needs and profitable outcomes.
• Conscientious, organised and accountable for personal routines, activity levels and contribution to the wider team.
• A confident and articulate communicator who can engage effectively at all levels.
• Collaborative and approachable, while maintaining appropriate professional judgement and boundaries.
• Self-aware, open-minded and committed to learning, personal development and continuous improvement.
• Able to solve problems, make sound decisions and adapt constructively to changing priorities.
• Willing to share successes and lessons learned to support the development of colleagues and the wider sales organisation