PSA BDP
Sales Director - Retail & FMCG
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About PSA BDP:
PSA BDP, a member of the PSA Group, is a leading provider of globally integrated and port-centric supply chain, transportation, and logistics solutions. The company is headquartered in Philadelphia, PA, and employs more than 5,500 people worldwide.
We are a team that celebrates our unique diversity and close-knit community atmosphere. Our core values begin at the very top and span the broad reach of our global community. We offer dynamic careers for those individuals looking to be a part of something bigger and provide unequivocal opportunities for growth within the organization.
PSA BDP serves over 5,000 customers, including some of the world's leading multinational companies within the chemical, retail & consumer, life sciences & pharmaceuticals, and electric vehicle & industrial verticals.
Purpose of Position
The position is established as a Sales Director, within the Retail & FMCG Industry. Focusing as an individual contributor in the key geographies as defined by the Global Head of Consumer Retail & Fashion, within the Europe Markets.
The role encompasses the complete commercial ownership of a set list of key focus development accounts, supported with a mutually defined list of new logo accounts for the vertical of Consumer Retail & Fashion. The key deliverables for the position would be:
Key Deliverables:
- New Business Development – 100 % focus
- The priority for this region is to identify, strategically position PSA BDP’s core focus products, identify and map out opportunities and to win new business, aligned with the vertical strategy
- Review, maintain and adjust the pipeline list as minimal as possible to ensure that focused energies are quantified annually, at minimum.
- Establish a targeted list of pipeline accounts, that are globally aligned with the vertical as a priority. The pipeline should be a mixed element that consists of:
- Globally defined Vertical Target Accounts
- Regional Target Accounts that the direct reports identify as Regionally Strategic Accounts for development (existing relationships/HQ Location)
- Country specific accounts that can drive immediate opportunity to realize new business wins
- Be a subject matter expert within the Consumer Retail & FMCG industry space
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Existing Book of Business
- Build and develop relationships with senior management of the company’s existing book of business
- Develop and maintain close working relationships with the corporate operational leadership team of the account and the accounts performance
- Proactively engage, develop and deploy new business sales opportunities to further develop book of business within the accounts.
- Strategically align with Global Leadership to champion the account to support customer satisfaction and continued partnership
Lead System Demonstrator
- While the company has a team of professional presenters of our IT suite of tools; it is expected that the Vertical Sales Director will become fluent in presenting and holding deeper discussions into PSA BDP’s IT Suite of Tools
OPEX Business Implementation Support
- Proactively engage, include and leverage the Product experts within PSA BDP to leverage opportunities towards customers in face to face meetings
- Liaise and engage with Regional and Country Management Teams for opportunities to ensure that the opportunities are clearly communicated and shared, throughout the process, ensuring buy-in and understanding of the customers needs across new opportunities
- Work with OPEX Implementation team to ensure smooth and proper handover of new business wins and ensure a clearly defined implementation schedule is deployed and business is onboarded
Vertical Strategy
- Develop a regional specific pipeline that focusses on the rapid growth and development of the vertical, that is specifically targeting global head offices that are located in the different regions
Key Tasks:
- To establish and maintain:
- New Business Development deliverance strategy to the business
- Deploy the Verticals Strategy to new customer base
- Establish, maintain and own both internal and external KPI’s and recommend process improvements and adopt lean logistics practices and a continuous improvement mindset. Ensure that KPIs are produced in full and on time.
- Meet with customer to drive relationship development, identify new business markets for development and deploy that focused development approach to direct and indirect reports.
- Maintains professional and technical knowledge by attending educational workshops, conferences and seminars.
- Identifying potential gaps in existing procedures, systems, and tools or related.
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Strategic Competencies:
- Solid knowledge of international supply chain solutions
- Experience in Freight services is essential
- Strong relationships with Customer Network to leverage introduction of PSA BDP
- Experience in serving global customer in retail sector is essential
- Strong operations know how
- Very CFS heavy
- Market leader within Consumer Retail Fashion space inside the Transport and Logistics industry to empower immediate leverage of known network, along with subject matter expertise
Skills & Competencies:
- True sales Hunter
- Experienced in Ocean Freight and consolidation services
- Ability to communicate cross-functionally within a matrix organization
- Ability to understand CFS Warehouse
- Discipline, Mature, customer oriented, team work
- Good communication skills
- Self-motivated, flexible and resilient
- High result orientation and customer focus
- Analytical and problem solving skills
- Good in networking & relationship building
- Capable to make informed judgments and to generate practical, timely solutions
- Ability to travel freely globally
- Expectation of travel can be upwards of 40%
Qualifications:
- Degree holder with at least 5 years of operational working experience in global forwarding / logistics company
- Minimum 2 years of experience in CFS Warehousing Operation, contract logistics and related matters.
- Exposure and knowledge to 3PL and Order/Freight Management operations
- Excellent command of English and local language
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