BUSINESS DEVELOPMENT MANAGER – CEVA (Air and Ocean) Fiji

Key Responsibilities

• Business development plans for Air and Ocean Freight services in line with agreed revenue, volume and profitability targets developed and executed.
• Account-specific strategies developed for high-value prospects and customers.
• Opportunities for cross-selling Air Freight, Ocean Freight and other logistics solutions available through the business identified.
• New business across import and export Air and Ocean freight developed.
• Agreed revenue, volume, gross profit and new-business targets achieved.
• Individual account performance monitored against agreed revenue, volume and gross profit expectations.
• A strong and measurable pipeline of qualified prospects maintained and opportunities converted into profitable accounts.
• Identify, pursue and secure new business opportunities across targeted industries and customer segments.
• Increase shipment volumes, revenue and gross profit contribution from both new and existing customers.
• Regular market visits, prospect meetings and presentations conducted to build a strong customer base.
• An active understanding of customers’ supply chains maintained and opportunities where CEVA that can add value identified.
• Regular sales forecasts and business development reports provided to Management.
• Relationships with key decision-makers developed and a strong understanding of customers’ supply chain and freight requirements established.
• Accurate and current records of leads, opportunities, quotations, customer interactions and sales activity maintained within the required systems.
• Tailored logistics solutions and commercial proposals prepared to address customer requirements while protecting Company margins.
• Follow up quotations and proposals promptly and document reasons for won, lost or deferred opportunities.
• Ensure newly secured customers are properly transitioned to Operations and Finance with agreed rates, credit terms, service requirements and operating instructions clearly documented.
• Regular account reviews conducted to identify additional business opportunities, service concerns and potential risks.
• Retention of strategic customers supported through proactive engagement and timely resolution of commercial issues.
• Coordination with Operations, regional offices, carriers and relevant stakeholders to obtain competitive Air and Ocean Freight rates ensured.
• Accurate and commercially viable quotations prepared and submitted within required turnaround times.
• Ensure pricing decisions consider freight costs, local charges, operational requirements, credit exposure and targeted margins.
• Appropriate import, export, consolidation and other freight solutions available through the Company’s network promoted.
• Ensure commitments made during the sales process are operationally achievable and properly communicated prior to implementation.
• Work closely with operational teams to design practical freight solutions based on customer requirements.
• Rates and commercial terms negotiated within approved authority levels and appropriate approvals obtained for exceptions.
• Regularly review customer rates and profitability conducted to ensure accounts remain commercially sustainable.
• Significant changes in freight rates and market conditions monitored and potential commercial impacts communicated to customers and Management.
• A sound understanding of Air and Ocean Freight products, routing options, transit times, carrier capabilities and service requirements developed.
• Maintain awareness of market developments, competitor activities, customer trends, carrier capacity and changes affecting international freight.
• Identify emerging industries, trade lanes and customer segments offering growth opportunities.
• Provide Management with relevant market intelligence to support pricing, investment and commercial decisions.
• Company represented professionally at customer meetings, industry events and relevant business forums.
• Appropriate credit assessments and approvals completed with finance and reporting manager before extending credit facilities provided to new customers.
• Customer account performance monitored and support timely collection of outstanding amounts where required.
• Assistance provided with resolving disputed invoices, pricing discrepancies and commercial matters affecting collections.
• Close coordination with Operations maintained to ensure new and existing customer requirements are clearly understood and appropriately serviced.
• Complete handover of newly secured accounts ensured including quotations, rates, customer contacts, service expectations, documentation requirements and special instructions.
• Recurring service failures or customer concerns escalated and work with relevant departments to implement corrective action.
• Ownership of the commercial relationship maintained while supporting Operations in delivering agreed customer service levels.
• Strict confidentiality of all customer information, freight rates, pricing structures, contracts, financial information, business strategies, employee information and other commercially sensitive or proprietary information obtained through the course of employment ensured.
• Exercise appropriate care when using Company information, systems, assets and resources and ensuring these are used solely for legitimate business purposes.
• All dealings with customers, suppliers, agents, business partners and other stakeholders conducted with honesty, integrity, fairness and professionalism.
• Compliance with all Company policies, procedures, Code of Conduct, delegated authorities, compliance requirements and applicable laws and regulations.
• Ensure that no unauthorized commercial, financial, contractual or other commitments are made on behalf of the Company.
• Declare and appropriately managing any actual, potential or perceived conflict of interest and refraining from any conduct that could compromise professional judgement or the interests of the Company.
• Company’s values demonstrated and promoted through accountability, respect, ethical decision-making, teamwork and responsible business practices.
• Protect and positively represent the Company’s corporate image, brand and reputation through professional behavior, communication, presentation and stakeholder engagement, both internally and externally.
• Refrain from any behavior, communication or activity that may bring the Company, its brands or its stakeholders into disrepute or adversely affect the Company’s reputation and business relationships.
• Suspected unethical conduct, policy breach, conflict of interest, fraud, misconduct or other compliance concern reported through the appropriate Company channels.

Requirements

• Relevant experience in a similar capacity preferably as Sales or Business Development Manager in freight forwarding, logistics, shipping, Air Freight or Ocean Freight industry.
• Demonstrated ability to develop new business and manage commercial customer relationships.
• Sound understanding of freight pricing, quotations, margins and international logistics processes.
• Strong negotiation, presentation and relationship-management skills.
• Strong analytical, reporting and problem-solving capability.
• Competent in Microsoft Office and relevant CRM/freight management systems.
• Valid driver’s licence and ability to undertake regular customer and business development visits.
• Excellent command of English
• Driver’s License

How to Apply