Business Development Manager

Ryan Logitech; Mumbai; On-site; INR 1,200,000 - 2,200,000; Full time

Job summary

Ryan Logitech in Mumbai seeks a dynamic Business Development professional to drive revenue through new customer acquisition and expansion of freight forwarding and logistics services. You will identify prospects, conduct meetings, present proposals, and close deals, coordinating with operations to deliver value.

The role emphasizes market development, cross-functional collaboration, and building long-lasting relationships with customers across industries.

Qualifications

• Proven experience in B2B logistics or freight forwarding sales.
• Experience in acquiring international customers and managing accounts.
• Ability to build pipeline and convert opportunities into revenue.

Responsibilities

• Develop and execute business development strategies to meet revenue targets.
• Identify and acquire new customers requiring freight forwarding and logistics services.
• Maintain a healthy pipeline and ensure follow-up and conversions.
• Build relationships with key decision-makers and conduct negotiations.
• Coordinate cross-functional teams to deliver customer solutions.
• Prepare sales forecasts and report progress to management.

Skills

Business Development

New Customer Acquisition

Sales Pipeline

Key Account Development

Market Intelligence

Job description

Role &

Key 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.

responsibilities

Preferred candidate profile

As Above