Business Development Manager - Genco at DB Schenker

Business Development Manager is responsible for strategic sales which target large accounts which have a higher impact on the company result in all products – Air, Sea, Road and Warehousing – and to ensure Schenker is a market leader in Airfreight in Kenya. Additionally, responsible to maintain and grow the Company’s existing base of Airfreight business in Kenya by setting up sales channels to ensure we out-perform the market.

• Pro-actively manage and develop relationships with your allocated portfolio of customers.
• Actively identify and pursue new sales opportunities within allocated portfolio (prospects and current customers).
• Develop and implement strategies and tactics to increase revenue flows in the Company.
• Identifying and qualifying potential new customers and turn this into increased revenue for the company.
• Developing and maintaining relationships with staff and clients to exceed revenue goals.
• Creating proposals and sales presentations that speak to the client's needs, concerns, and objectives.
• Effectively selling the company's services to prospective clients.
• Analyzing the marketplace to develop strategic sales plans that identify prospects and customers.
• Participate in business implementation and setting up of Standard Operating Procedures (SOP).
• Develop strong relationship with customers based on trust honesty and mutual respect.
• Assist in the development of new business with existing customers that could be allocated to you for further development.
• Be the leader and driver for all RFQs that you are handling using the support of Sales Support, Freight and Warehousing Operations team to increase the winning ratio.
• Provide detailed and coordinated handover to the Product Units on business award.
• Constantly be in touch with your gained customers to ensure that joint support from Schenker is provided from a Sales aspect and that joint involved departments are all working collaboratively towards the customers interests and improving our service deliverables to the customer.
• Interact and coordinate with the sales team and other stakeholders in other departments working on the same account.
• Monitor payment trends for both Credit and COD clients, to reduce Schenker’s risk exposure.
• Develop and prepare an action plan and forecast for each targeted key account client, to increase market share and deliver the growth strategy for the Airfreight product, taking cognizance of client realities.
• Provide visible support in solving client concerns and challenges through facilitating the creation of Airfreight Product forwarding solutions to meet the key account clients on going and changing needs.
• Monitor daily internal status updates on expected shipments, shipments on hand and their status, shipments delivered for internal information and reference.
• Setting KPIs and job descriptions for the team assigned to the Perishable and Genco products
• Bachelor’s degree in Economics or Business Management, Sales, Marketing, or relevant experience
• High degree of communication and presentation skills.
• Proven sales track record with targets.
• Own car and driver's license is preferred.
• Ability to operate at a strategic level, positively contributing to the strategic objectives of the organization.
• A self-driven individual that requires minimal supervision.
• Excellent communication skills.
• Works well under pressure.
• Analytical thinking
• Must have excellent people management skills, both in managing staff and managing clients.
• A candidate who has a good relationship with all the major airlines and shipping line will be given preference.
• Minimum 5 years’ experience in a Business Development Manager position.
• Six to Eight years working experience in Air / with proven Business Development experience in Airfreight Business.