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Toll Group · 1 day ago

Vice President, Business Development

Shanghai, VA

Full-time

Onsite

Senior Level

Toll Group is a logistics company that has been supporting customers for over 130 years. They are seeking a Vice President of Business Development to identify and develop market segments in China, ensuring aggressive revenue and EBIT growth while maximizing business development opportunities.

Air TransportationBankingFinanceLogisticsTrainingTransportationWaterWater Transportation

Responsibilities

Lead all new business development opportunities (tendering, pricing presentations) based on customer requirements

Design and implement a China logistics sales methodology (Target – Qualify – Win) – Ensure customers fit Toll business model

Develop customer capability toolkit (e.g. PO Mgt, pick & pack, x-dock/merge-in-transit, VMI customer), competencies and framework

Document a business plan for new business to achieve budget growth (with particular emphasis on key vertical markets)

Manage and train BD managers on all elements on the win CLCM process for all new business

Responsible for the tender management process for new business opportunities

Increase the number of tender opportunities/channels and the corresponding success rate

Ensure compliance with all regulations and procedures (including those specified by the customer) for the development and submission of quotations and proposal

Develop and implement strategic sales targeting methodology

Provide management with key reporting and business analysis timely

Provide framework for sales resource allocation and opportunity analysis

Measure the sales support/BD execution efforts

Implement measurement tools (KPI’s) to assess success and progress

Provide strategic China BD directions

Participate in decision-making process concerning cross-business unit sales

Successions planning to ensure the direct reports have adequate substitutes trained

Act as coach and mentor to team members - Lead by example

Provide learning opportunities and guidance to ensure staff are supported and in the best position to progress within the business

To liaise with other Toll stakeholders to discuss business and continuous improvement opportunities

Apply industry best practice and sharing of initiatives across other customers within commercial guidelines

Qualification

Business DevelopmentSupply Chain ManagementP&L UnderstandingTender ManagementLogistics Sales MethodologyStrategic Sales TargetingOperational Exposure to WMSIndustry Knowledge FMCGIndustry Knowledge MedicalCoachingProfessionalismCommunication SkillsNegotiating SkillsMentoringOrganizational SkillsIntegrityConfidentiality