B&H Worldwide
Business Development Manager
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About B&H Worldwide
The Global Institute of Logistics has named B&H Worldwide as the world’s Best in Class Global Aerospace Logistics Company. As the benchmark independent freight forwarder in the global aerospace logistics space, our vision is to be the most respected, valued, passionate and entrusted leader in global aerospace logistics. We aim to provide our employees with a rewarding, safe and empowered environment that fosters high standards. Working at B&H Worldwide you will have the opportunity to grow your career supported by an award-winning team and industry.
Our Mission
To support our customers with consistent, dependable, competitive and innovative logistics solutions which powers their business.
Our Vision
To be the most respected, valued, passionate and entrusted leader in global aerospace logistics.
Where to find more information about us: https://bhworldwide.com/
The Opportunity
To drive new sales for the region from customer visits and meetings. An individual contributor and a part of the UKI Sales Team, responsible for the region’s development and driving results from customers. Accountable for their individual performance, ensuring the team meet the company’s goals and that customer service and relationships are maintained to a first-class standard. The individual will drive new business sales and consistently showcase the importance of commercial awareness throughout the region and ensure profitability and service remains a primary concern within the organisation.
Location: B&H Worldwide offices, Harmondsworth London
Line Manager: Regional Sales Manager UKI
Working Pattern: 40 hours per week, 8 hours per day - Monday to Friday
Main Roles and Accountabilities
New Business Development
- Identify and convert profitable sales opportunities within the region and effectively manage their individual performance.
- Develop and cultivate a strong prospect list to ensure continuity in new business being discovered and onboarded.
- Arrange customer visits and be present at trade shows to represent the company positively.
- Accurately forecast sales revenue, manage the overall sales pipeline through regular sales reviews and meetings.
- Analyse existing lost and down trading customers to assess potential. Where potential is identified re-introduce B&H Worldwide through product offerings.
New Business Implementation
- Ensure all information discussed with the client is recorded and passed over internally to ensure successful onboarding.
- Introduce relevant team members within the company to ensure the customer is onboarded and embedded successfully, always being conscious of the customers experience with B&H Worldwide.
- Ensure all customer contract requirements are signed and saved on SharePoint (SP).
- Ensure the rates are approved & loaded in CargoWise (CW) / SP for accurate quoting purposes.
- Ensure customer is established on CW and all documents are allocated to their account. i.e. credit app / Rate card.
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RFP / RFQ Development & Management
- Assess any requests to ensure the opportunity represents a realistic chance to win new / additional business within existing or new aerospace customers.
- Involve the Group Head of Sales in any enquires from new customers to ensure correct resources are allocated to the project.
- All pricing proposals approved in accordance with B&H WW policies.
- Enforce fair global pricing from B&H Worldwide Offices.
- Work with CS Teams to collect pricing in the region and guide on margin expectations.
- Develop supporting documentation for the tender response, which may include technical operations information, transition plans, pricing models, etc.
- Ensure all data is saved and logged on CW / SP for future reference.
Existing Account Development
- Work with the regions to maximise the existing customer base, leveraging all opportunities to increase volume through these relationships.
- Ensure account management plan embraces customer’s own strategy and aspirations.
- Analysis of KPI and financial data to ensure contractual performance is met during the agreed timeframes with the customer on a regular basis.
- Develop corrective actions plans with operations where KPI performance is below contractual target.
- Deliver contractual pricing and commercial matters with customer, which includes the formal sign off procedures internal B&H Worldwide.
- Negotiate contractual rates increases and ad hoc pricing requirements.
Strategic Development
- Identify new sales channels and customers within the aerospace vertical and actively contribute to the development of B&H Worldwide customer solution offering.
- Investigate and propose new opportunities for consideration within the aerospace vertical.
- Develop presentations to convey B&H Worldwide credentials and capabilities to customers and internal stakeholders.
- External meetings / QBRs to present to existing and new customers when required.
- Be highly competent in presenting B&H Worldwide’s vision, credentials, and capabilities to all relevant audiences.
The Market & Competition
- Collaborate with the Network team to develop a strong network of contacts in overseas offices to ensure we are maintaining our position as the market leader.
- Identify and evaluate industry trends, competitor activity and market forces, reporting and recommending appropriate action for B&H Worldwide.
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Your Experience
- Solution sales driven with hunger to engage new customers, deliver and exceed personal targets and objectives plus engage face to face with potential customers to articulate B&H Worldwide’s capabilities. Customer focussed with excellent attention to detail, commercially minded with ability to design and implement customer solutions in aerospace logistics. Should have experience in building multi-level relationships and highly developed communication skills.
- Extensive and proven sales experience in a customer-facing, targeted environment, gained within the aerospace logistics industry, developing and converting business and commercial opportunities.
- Proven ability to develop and maintain excellent client and prospect relationships in the market area to ensure high levels of client satisfaction and conversion.
- Be an excellent communicator, both written and verbal, with the ability to confidently and credibly engage, influence and motivate customers, partners and team members.
- Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively and demonstrate high integrity.
- Strong commercial awareness and must understand the impact of actions.
- Strong analytical skills with the ability to review complex data to generate business solutions which satisfy both customer and company objectives.
- Excellent IT skills, including Microsoft Office suite, with the ability to produce presentations, analyse and report on data and make and execute recommendations.
- Sound knowledge of CRM solutions and Cargowise system
- Work pro-actively using own initiative.
- Previous experience dealing with varied customer base and building strong relationships.
- Self-motivated with the ability to work in a fast-paced environment under continuous pressure and meet tight deadlines.
- Be persistent, tenacious, and determined to win new business.
- Regular regional travel will be required as part of this role.
What We Offer
- Competitive salary.
- Holiday 25 days per year, plus UK public holidays and an additional day for your birthday.
- Contributory pension scheme, private health insurance and life assurance.
- Employee Assistance Programme.
- Free on-site parking.
- Opportunity to grow expertise through ongoing coaching, training and development.
B&H Worldwide are an equal opportunity employer. We are committed to creating an inclusive and diverse environment for all team members. If you do require any reasonable adjustments or support during the application process; please contact hr@bhworldwide.com
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