General Manager, Business Development

Fleet Management Limited; Singapore; On-site; SGD 180,000 - 300,000; Full time

Job summary

Fleet Management Limited is seeking a General Manager - Business Development to lead growth efforts across Hong Kong, Singapore and beyond. Based in Hong Kong or Singapore, you will identify opportunities, build relationships with senior clients, and drive revenue in the ship management sector.

You will work with cross-functional teams and senior leadership to tailor sales strategies, manage the sales cycle, and ensure financial controls while sustaining long-term client partnerships.

Qualifications

• 7+ years in maritime business development or chartered broking with a proven track record of securing high-value contracts
• Experience across Tankers, Bulk and/or Container product lines
• Bachelor’s degree in business administration; Master’s degree advantageous

Responsibilities

• Grow revenue and market share by identifying and capturing new business opportunities.
• Lead proposal efforts with focus on customer requirements and price-to-win.
• Cultivate and maintain relationships with senior clients and industry stakeholders.
• Localize sales cycle policies and ensure alignment with commercial strategy.
• Drive improvements within the department and manage budgets, tenders and operations.
• Coordinate with Legal/Insurance and other departments to fulfill client needs

Skills

Leadership

Communication

Analytical thinking

Relationship building

Education

Bachelor’s degree in business administration

Master’s degree advantageous

Job description

Our 30-year journey rides on the passion of over 27,000 seafarers and 1,000 onshore professionals. Today, we are one of the largest independent third-party ship management companies managing over 650+ diverse types of vessels.

Headquartered in Hong Kong SAR, China, we operate on a global scale having 27 offices in 12 countries. Our client base spans over 100 world-class ship owners, including Fortune 500 companies from China, Greece, India, Japan, Korea, Netherlands, Norway, Turkey and the USA, among others.

In a shore career at FLEET, you will be working with a team of a highly passionate, self-driven and committed group of people. We aim to be a place where you can achieve your full potential, regardless of your background. We are looking for individuals who are ambitious about making a strong contribution to FLEET’s short and long-term sustainable growth – whether you are dealing directly with clients or working in a role supporting the business, such as technology, legal or communications.

Job position summary:

The General Manager - Business Development will lead business development activity in Hong Kong, Singapore and elsewhere by identifying potential leads, developing relationships, partnering with senior colleagues and securing opportunities through a comprehensive sales cycle, in adherence to the company's business and commercial strategy and financial controls. This individual will work closely with both new and existing clients to help retain and grow Fleet’s ship management business. This position will be based in Hong Kong or Singapore.

Key roles and responsibilities:

Growth of business in assigned markets, accounts and leads

• Proactive identification and capture of new business opportunities with focus on year over year revenue growth to generate increased revenue and market share
• Primary revenue growth responsibilities will be around the opportunity capture of new contracts that complement and grow our existing product portfolio in Ship Management business
• Lead capture and proposal team activities with a focus on customer requirements and budget, competitive intelligence, and price-to-win analyses
• Conduct customer engagement and customer call planning with the purpose of establishing critical trust with senior leaders
• Work with senior colleagues in Technical, New Building and other Departments to maximise internal intelligence and organisational capabilities in pursuit of opportunities
• Curate a pipeline of new business opportunities, to include qualification, pursuit and re-assessment on an ongoing basis

Contextualize sales cycle policies and processes for assigned markets, accounts and leads

• Accountable for localizing sales cycle policies and processes for assigned markets, accounts and leads
• Derive insights from the analysis of the local business environment to assist Executive Director, Commercial in tailoring sales cycle policies and processes to their respective business environment while adhering to overall commercial strategy and financial controls
• Assess implemented policies and processes within the sales cycle and collaborate with Executive Director, Commercial to align them to the local business environment if needed.
• Accountable for the alignment of business development efforts for assigned markets, accounts and leads to the commercial and business strategy of FML
• Establish, cultivate and maintain relationships with potential clients, influencers and key opinion leaders to gain a detailed understanding of their future requirements and needs.
• Interpret Company level changes in commercial strategy in responsible area context, and work to design and implement changes
• Participate in relevant industry forums and seminars to stay abreast of customer strategies, goals and objectives

Provide input to development of sales strategy

• Responsible for assisting the Executive Director, Commercial in understanding business development efforts in areas of responsibility
• Developing growth strategies and plans for areas of responsibility
• Identifying and mapping business strengths and client needs
• Develop long-term strategies that differentiate us from our competitors and respond to competitive offerings valued by our clients.
• Aggregate and derive insight from business development efforts (e.g. conversation rates, sales) in assigned areas to inform strategic decisions made by the Executive Director, Commercial

Drive continuous improvement within the department

• Responsible for implementing and driving continuous improvement initiatives in responsible areas
• Collaborate within the department to identify improvements that can be made to policies, processes or technological infrastructure.
• Assist in the operationalization and implementation of improvement initiatives within the department
• Monitor and report improvement in outcomes within the department to Business Head

Oversee day-to-day operations

• Accountable for building professional relationships between FLEET and assigned existing / potential customers.
• Oversee the preparation of budgets and tenders for technical and new building supervision projects for existing and new clients alongside the sales support team
• Review and process new and existing client requests for Agreements, Managers Undertakings and Registry of Ships in co-ordination with legal and insurance department
• Networking and communication across internal and external stakeholders to ensure the creation and nurturing of leads into customers.
• Engage in high level negotiation, proposals or conflict resolution with customers if needed
• Conduct all business in strict compliance with corporate policies and applicable international regulations

Manage and review costs

• Responsible for adherence of all department operations to budget

Relationships:

• Primarily maintains relationships with the Executive Director, Commercial as well as key external stakeholders such as customers
• Collaborate with the Executive Director, Commercial to ensure customer needs are met and with key external stakeholders to ensure the development and maintenance of a long-term relationship
• Resolves conflicts between FML and key external stakeholders to ensure business interests and professional relationships are protected

Job qualifications:

• Minimum 7+ years of relevant maritime business development, and or chartered broking experience with proven track record of acquiring high value contracts across varied product lines i.e., Tankers and/or Bulk and/or containers
• Bachelor’s degree in business administration or related fields with high academic achievement; Master’s degree advantageous,
• Prior experience in the ship management industry advantageous.
• Experience in managing processes within the sales cycle
• Knowledge of conducting and directing competitive product analysis using market research techniques and a solid technical understanding of client needs and requirements.
• Strong leadership skills, excellent communication (presentation, written, and verbal), analytical, and relationship building skills
• Industry and business acumen
• Setting direction and planning
• Including and empowering the team
• Developing individuals and teams
• Driving high performance

Fleet Management Limited is committed to diversity, equity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by local laws.