Head of Business Development Contract Logistics

Pengiklan Anonim; Jakarta Selatan; On-site; IDR 400,000,000 - 800,000,000; Full time

Job summary

Pengiklan Anonim in Jakarta Selatan seeks a Head of Business Development Contract Logistics to drive new customer acquisition and revenue growth in logistics. You will build a high-performance hunting team, design consultative solutions, and establish the company as a trusted partner across target verticals.

Lead multi-channel outreach, manage pipelines, and expand strategic accounts through structured 90-day plans, ROI-based proposals, and quarterly reviews with executives.

Qualifications

• Proven ability to win enterprise logistics accounts.
• Experience designing multi-channel outreach and closing large deals.
• Strong negotiation skills and ability to articulate ROI.

Responsibilities

• Identify and target high-value logistics accounts across key verticals.
• Lead a hunting team to win new business and drive revenue growth.
• Design consultative solutions for supply chain challenges.
• Map ICP by vertical and geography; build structured 90-day plans.
• Develop and present ROI-focused proposals to C-suite and operations teams.
• Conduct quarterly business reviews and expand account scope.

Skills

Strategic account growth

Pipeline management

B2B sales leadership

CRM proficiency

Negotiation & deal structuring

Cross-functional collaboration

Tools

CRM systems

Job description

Head of Business Development Contract Logistics

Drive new customer acquisition and revenue growth by identifying, pursuing, and winning high-value logistics accounts. Build and lead a high-performance hunting team, design consultative solutions for complex supply chain challenges, and establish the company as a trusted logistics partner in target verticals. Deliver 30%+ CAGR through disciplined pipeline execution, strategic account expansion, and operational excellence.

New Business Development & Market Expansion

• Identify and prioritize target accounts across key verticals (FMCG, e-commerce, retail, pharma, automotive, manufacturing, perishables)
• Design and execute multi-channel outreach campaigns (cold calling, LinkedIn, email sequences, industry events, referrals, RFPs)

Vertical & Solutions Selling

• Develop deep expertise in 2–3 priority verticals per quarter (e.g., e-commerce + pharma)
• Map customer supply chain ecosystems to identify pain points and opportunities

Strategic Account Expansion (Land & Expand)

• Onboard new accounts with a structured 90-day implementation and relationship plan
• Identify and execute cross-sell and upsell opportunities within existing accounts
• Increase account penetration by introducing additional services (warehousing - distribution - technology - consulting)
• Build quarterly business reviews (QBRs) to demonstrate value, secure renewals, and expand scope

Job Competency

Independently maps targetable accounts by vertical, geography, and revenue potential; adjusts ICP based on win/loss data; prioritizes accounts using scoring criteria.

Leads structured discovery across all 5 dimensions; maps customer pain points to specific service solutions; quantifies ROI in customer-relevant terms; comfortable with C-suite and operations conversations

Maintains a basic pipeline in CRM; applies simple qualification (BANT); understands pipeline coverage ratios but struggles to hit them; forecasts are directionally accurate ~50% of the time

Uses basic negotiation tactics (anchoring, trade-offs); understands margin impact; can negotiate on standard terms; sometimes concedes too much under pressure

Pioneers new digital strategies; builds scalable prospecting systems for the team

Brings operations and pricing into the deal early; understands cost-to-serve and margin levers; can build and validate proposals with internal teams; manages capacity and resource constraints proactively; ensures proposals are operationally feasible and profitable

Maintains positive attitude through difficult quarters; bounces back from lost deals quickly; practices self-care and stress management; reads customer emotions well; adapts style to different personalities; builds trust-based relationships

Your application will include the following questions:

• Berapa gaji bulanan yang kamu inginkan?
• How many years' experience do you have as a Head of Business Development?
• Kualifikasi mana yang kamu miliki?
• Berapa lama waktu yang kamu butuhkan untuk memberi tahu perusahaanmu saat ini?