Business Development Manager

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Business Development Manager page is loaded Business Development Manager Apply locations Liscate time type Full time posted on Posted Yesterday job requisition id R000066054

About Toll Group

At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge – big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries. We are proudly part of Japan Post —

OVERALL PURPOSE OF THE JOB

The purpose of this job is to contribute to the success of the business by effectively initiating and driving incremental sales in a professional, value adding and customer focused manner by:

• Contributing towards gross profit budgets
• Increasing gross profit and volumes to achieve economies of scale and service reliability
• Representing TGF in line with TGF values and ethics
• Partnering with and provide accurate and timely information that ensures process and administration efficiencies
• Ensuring our value proposition is matched with the client’s expectations and service commitments are defined and agreed prior to implementation.
• Partnering with the Toll network to increase gross profit and volume in key trade lanes

This is achieved by delivering performance in the following 5 key result areas (KRAs):

• Strategy and Capability
• Growth and Innovation
• Operational Excellence
• Maximizing Profitability and Return on Capital
• Putting the Customer First

PRIMARY DUTIES & RESPONSIBILITIES

These KRAs are achieved when undertaking the following activities:

Target Client List:

• Analysing and identifying target clients based on TGF’s Global Sales Strategy, using the following demographics: annual turnover, Industry segment, key trade lanes, proven system connectivity, growth mode, senior management relationships.

TGF’s Offering & Industry Knowledge:

• Provide ongoing market feedback and evidence of competitor pricing to ensure ongoing competitive pricing
• Provide market feedback on product offering and solution design to develop TGF’s offering to stay ahead of the market
• Meet regularly with Line Management to review Sales Pipeline and Opportunities and identify where TGF’s Offering and Value Added Services, can be promoted
• Ensure a solid understanding of:
• SWOT analysis of key competitors and where Toll can present a competitive advantage
• Key competitors’ overseas partners in key trade lanes
• Changes in legislation which impact on the industry
• Service options and pricing in key trade lanes
• Our end to end value proposition to include upstream value added services and downstream capabilities

Individual New Business Development:

• Ensure 10 client visits per week occur and reported using our Global CRM system
• Maintain a personal Sales Pipeline Value and Segmentation of < ? >
• Achieve a Hit Rate of 25%
• Actively question and generate 4 x Sales Leads per month for the Toll network
• Convert client’s leads to GP in line with agreed objectives
• Increment and maximize new business opportunity to their full potential by gaining all trade lanes and extending 3PL services.
• Develop the agreed product mix between Ocean, Air and Other (if applicable)
• Deliver new business GP in line with personal targets set, aligned with the global standard of 2.5x Return on Cost

Health & Safety:

Follow Rules

• Learn the Rules To Live By (RTLB) and safe work procedures that apply to the job
• Follow rules and use the right procedure for the job, stop the job if unsure and ask for help
• Identify impractical procedures, and suggest improvements

Speak Up

• Ask questions to check understanding
• Report incidents, near-misses or unsafe acts & conditions promptly
• Express any safety concerns to Manager or Health and Safety team
• Immediately challenge any unsafe behaviour

Be Mindful

• Stay alert to hazards and changed conditions
• Stop and ask 'what could go wrong? '
• Take time to plan how to do the job safely
• Take fast action to let others know of hazards and changed conditions

Get Involved

• Encourage others to work safely
• Contribute to team safety discussions and meetings
• Contribute to incident investigations
• Share own safety knowledge with others

SKILLS ESSENTIAL TO THE JOB

1. Develops Sales Leads

2. Qualifies Prospects with Standard Probes

3. Makes Persuasive Presentations

4. Commits Time and Effort to Ensure Success

5. Maximizes Results by Partnering As A Customer Advocate

6. Adapts Approach to Different Buying Audiences

7. Develops Comprehensive Product Knowledge to Be a Credible Resource

8. Adapts Approach to Different Buying Audiences

What moves you?

 

At Toll, you can help play a vital role in delivering what matters. From food, fuel, medicine and rescue services, we keep businesses and communities thriving. Every day brings change. We see that as an opportunity. To be curious. To ask the right questions. And build meaningful connections. Because finding new ways to solve problems is what we do. With a bold vision to expand our global reach, our 16,000+ people bring a passion for progress. We collaborate in friendly, caring teams, supported by approachable leaders who give us the autonomy to quickly make decisions with impact. Learn and grow with industry-leading training, alongside talented experts. Feel empowered to take on diverse challenges and new responsibilities to move you, our customers, and our world further.

Are you excited about this role but are concerned you don’t meet all the requirements? If you have similar skills and are willing to learn then we encourage you to apply anyway. We know that some people hesitate to apply for jobs unless they meet every single qualification. At Toll, we value a diverse, inclusive and authentic workplace, so if you’re interested in this role but your past experience doesn’t align perfectly then please talk to us – you may be just the right candidate for this or other roles we have coming up.

At Toll everyone is welcome including those of all ages, ethnicities, genders and abilities. 

To find out more about us visit

We're on a mission to help move the businesses that move the world. With over 130 years' experience, Toll Group, proudly part of Japan Post, operates an extensive global logistics network, covering road, air, sea and rail across 500 locations in more than 27 countries.

We collaborate in friendly, caring teams, supported by approachable leaders who give us the autonomy to quickly make decisions with impact. Learn and grow through curiosity, with industry-leading training, alongside talented experts. Play a vital role to deliver what matters while taking on diverse challenges and new responsibilities to move you, our customers and our world further.

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