Business Development Manager

Ryan Logitech; Chennai; In loco; INR 1.000.000 - 1.800.000; Tempo pieno

Descrizione del lavoro

Ryan Logitech Pvt Ltd in Chennai is seeking a dynamic Business Development professional to drive new customer acquisition, expand revenue, and develop strategic markets for end-to-end logistics solutions. You will lead prospecting, negotiate contracts, and build long-term relationships with key accounts.

The role requires strategic thinking, stakeholder management, and the ability to coordinate across operations, pricing, and partner networks to deliver profitable logistics services.

Mansioni

• Develop and execute business development strategies to achieve revenue, gross profit, and customer acquisition targets.
• Identify and acquire new customers requiring air/sea freight forwarding, customs clearance, inland transportation, warehousing, and supply chain solutions.
• Generate new business opportunities through direct prospecting, referrals, networking, market visits, and customer introductions.
• Build and maintain a healthy pipeline of qualified prospects and ensure follow-up and conversion of opportunities.
• Identify potential customers across key industries and develop targeted approaches for acquiring such accounts.
• Conduct customer meetings, presentations, RFQ discussions, and commercial negotiations.
• Convert prospects into profitable customer accounts.
• Achieve and exceed sales targets and develop opportunities for sustainable revenue growth across services.
• Increase volumes from existing customers through systematic account development and cross-selling across logistics services.
• Identify new markets, industries, customer segments, and growth opportunities; conduct regular market visits for intelligence.
• Develop strong industry contacts and expand the company’s business network.
• Establish and maintain relationships with customers and key decision-makers; understand requirements and provide logistics solutions in coordination with operations.
• Maintain updated sales pipeline and forecasts; prepare regular revenue projections.
• Coordinate with pricing, operations, finance, customs, transportation, and overseas partners for viable solutions.
• Work with operations, pricing, and other teams to ensure smooth onboarding and continuity of service.
• Identify high-potential customers and develop them into strategic/key accounts; create account development plans.
• Monitor competitor activities, pricing, and market movements; provide insights to management.
• Prepare sales reports, pipeline reviews, and performance against targets.

Conoscenze

Business development

Prospecting & lead generation

Customer acquisition

Negotiation

Strategic account development

Market research & intelligence

Cross-functional coordination

Descrizione del lavoro

Role & responsibilities

1. Business Development & New Customer Acquisition

• Develop and execute effective business development strategies to achieve assigned revenue, gross profit, and customer acquisition targets.
• Identify, prospect, and acquire new customers requiring international air and sea freight forwarding, customs clearance, inland transportation, warehousing, and supply chain solutions.
• Generate new business opportunities through direct prospecting, referrals, industry contacts, networking, market visits, customer introductions, and other business development channels.
• Build and maintain a healthy pipeline of qualified prospects and ensure regular follow-up and conversion of opportunities.
• Identify potential customers across key industries and develop targeted approaches for acquiring such accounts.
• Conduct customer meetings, presentations, business proposals, RFQ discussions, and commercial negotiations.
• Convert prospects into profitable and sustainable customer accounts.

2. Revenue & Business Growth

• Achieve and consistently exceed assigned sales and business development targets.
• Develop business opportunities that generate sustainable revenue and profitability for the company.
• Identify opportunities for cross-selling and up-selling across air freight, sea freight, customs clearance, transportation, warehousing, and other logistics services.
• Increase business volumes from existing customers through systematic account development.
• Monitor sales performance against targets and take corrective action wherever required.
• Develop a balanced portfolio of customers to ensure consistent and sustainable revenue growth.

3. Market Development & Expansion

• Identify new markets, industries, customer segments, trade lanes, and business opportunities with growth potential.
• Conduct regular market visits and gather intelligence on customer requirements, competitor activities, pricing trends, and market developments.
• Develop strategies to penetrate new customer segments and geographical markets.
• Identify emerging logistics requirements and recommend suitable service offerings to management.
• Develop strong industry contacts and expand the company's business network.

4. Customer Relationship Management

• Establish and maintain strong, professional, and long-term relationships with customers and key decision-makers.
• Understand customer requirements and provide appropriate logistics solutions in coordination with the operations team.
• Conduct regular customer visits, business reviews, and relationship-building meetings.
• Ensure timely follow-up on quotations, proposals, service requirements, and commercial matters.
• Act as a key point of contact for customers during the business development and account development stages.
• Identify opportunities to improve customer retention, satisfaction, and share of business.

5. Sales Pipeline & Opportunity Management

• Maintain an updated and accurate sales pipeline covering prospects, opportunities, quotations, negotiations, and expected closures.
• Prioritise high-value and high-potential opportunities and ensure timely follow-up.
• Monitor the status of quotations and RFQs and work towards improving conversion ratios.
• Maintain accurate customer and prospect information in the company's CRM/sales reporting system.
• Prepare regular sales forecasts and provide realistic projections to management.

6. Commercial Negotiation & Solution Development

• Understand customer logistics requirements and work with internal teams to develop commercially viable and operationally feasible solutions.
• Prepare and submit competitive quotations, proposals, RFQs, and commercial offers.
• Negotiate pricing, service terms, credit requirements, SLAs, and other commercial conditions within the company's approved guidelines.
• Ensure that new business acquired is commercially viable and aligned with the company's profitability objectives.
• Coordinate with pricing, operations, finance, customs, transportation, and overseas partners wherever required.

7. Cross-Functional Coordination

• Work closely with operations, customer service, pricing, customs clearance, transportation, warehousing, finance, and overseas agency partners to ensure smooth implementation of newly acquired business.
• Ensure that customer commitments made during the sales process are clearly communicated to the relevant operational teams.
• Support the operations team during customer onboarding and implementation of new accounts.
• Assist in resolving customer issues and escalations wherever required.
• Ensure close coordination between sales and operations to maintain service quality and customer satisfaction.

8. Key Account Development

• Identify high-potential customers and develop them into strategic/key accounts.
• Prepare account development plans for major customers to increase business volumes and service penetration.
• Identify additional logistics requirements within existing accounts.
• Develop relationships with multiple decision-makers and stakeholders within key customer organisations.
• Monitor customer business trends and proactively identify opportunities for expanding the company's share of the customer's logistics spend.

9. Market Intelligence & Competitive Analysis

• Monitor competitor activities, market pricing, service offerings, trade lanes, and customer movements.
• Gather information regarding industry developments and changing customer requirements.
• Provide regular market intelligence and business development insights to management.
• Identify potential threats to existing business and recommend appropriate retention strategies.
• Recommend new services, trade lanes, customer segments, or market opportunities based on market intelligence.

10. Sales Reporting & Management Information

• Prepare and submit regular sales reports, pipeline reports, customer acquisition reports, revenue forecasts, and business development updates.
• Track performance against monthly, quarterly, and annual targets.
• Maintain accurate records of customer meetings, opportunities, quotations, conversions, and lost business.
• Participate in periodic sales review meetings with management.
• Provide management with clear information regarding business opportunities, challenges, market conditions, and expected revenue.

Key Performance Indicators (KPIs)

Performance will be evaluated based on measurable business development outcomes, including:

• Achievement of monthly, quarterly, and annual revenue targets.
• Achievement of gross profit/margin targets.
• Number and value of new customers acquired.
• New business revenue generated.
• Conversion ratio of qualified leads and quotations.
• Growth in business volumes from existing/key accounts.
• Number and value of active sales opportunities in the pipeline.
• Customer retention and account development.
• Cross-selling and up-selling of additional logistics services.
• Timeliness and accuracy of sales forecasts and reporting.
• Development of new markets, industries, customers, and trade opportunities.