Strategic Business Development Executive

FedEx Logistics EU is seeking a Strategic Business Development Executive to develop and maintain strategic partnerships with new and existing customers.

Description

As the Sales Manager, you will oversee customer accounts, develop solutions tailored to meet customer needs, and drive sales and profits. You will identify opportunities for account growth while offering a wide range of value-added services. Additionally, you will monitor industry trends and competitor activities to stay ahead of the competition and identify new sales opportunities.

Develops and maintains strategic partnerships with new or existing customers. Oversees customer accounts, strategically developing solutions that precisely meet customer needs and drive optimal sales and profits. Identifies opportunities for account growth while offering customers a full array of value-added services. Identifies key trends for the ocean and freight forwarding industry to determine new sales opportunities. Monitors competitor actions to ensure that appropriate responses are formulated and communicated.

Key responsibilities

• Establish strategic partnerships for the company’s ocean and freight forwarding business.
• Demonstrate an agile mindset, lead by example, and embrace change, emphasizing attentive listening to business objectives.
• Develop customer accounts on a global scale, driving growth through high-level strategies and leading account growth for effective execution.
• Prospect target customers through proactive networking and by leveraging existing relationships within the broader FedEx enterprise.
• Develop the sales strategy for deploying the company’s services to customer opportunities within ocean and freight business.
• Ensure attainment of revenue and margin/yield goals for assigned accounts.
• Formulate and develop comprehensive business plans for each account.
• Address sales growth activities and competitive pricing strategies while coordinating customer-based activities and strategies globally. Engage with customers at a senior level to assess satisfaction, manage critical situations with at-risk accounts, and ensure a proactive approach to customer needs.
• Collaborate across functional areas in the development of solutions, proposals, and pricing models. This includes attending sales calls to further define the opportunity and develop the value proposition for account closure.
• Manage the proposal and presentation process.
• Utilize established processes and tools and ensure all data is accurate and up to date.
• Provide weekly reporting on all accounts in stages for new business development.
• Provide leadership for sales to the company by continuously energizing the effort to move new potential customers through the sales cycle in a professional, passionate, and engaging manner.

Qualifications, experience and competencies

• Eight (8) years of ocean and freight forwarding sales experience required.
• Experience selling to C-Suite Executives is highly preferred. Proven experience with logistics processes, solutions, and project management. Strong understanding of the ocean freight import process from issuance to final delivery.
• Successful experience selling solutions globally to customers of varying size and complexity.
• Demonstrated ability to achieve major account sales goals and to plan and execute major customer sales strategies.
• Ability to seek out available resources to create preliminary comprehensive account overviews and summaries, basic financial competitive analyses by industry vertical, and quantitative benchmarking preferred.
• Strong interpersonal skills with the ability to develop effective customer and employee relationships.
• Strategic planning and sales management skills.

FedEx Logistics provides freight forwarding, as well as import and export services that allow companies to reach markets throughout the world. They help customers of all sizes solve the intricacies of shipping goods globally by providing comprehensive international ocean and air freight forwarding, surface transportation and distribution, customs brokerage, trade and customs advisory services, and advanced e-commerce and trade facilitation solutions.