Business Development ManagerAbout Toll Group At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge – big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries. We are proudly part of Japan Post — www.tollgroup.com
OVERALL PURPOSE OF THE JOB The purpose of this job is to contribute to the success of the business by effectively initiating and driving incremental sales in a professional, value adding and customer focused manner by:
Contributing towards gross profit budgetsIncreasing gross profit and volumes to achieve economies of scale and service reliabilityRepresenting TGF in line with TGF values and ethicsPartnering with and provide accurate and timely information that ensures process and administration efficienciesEnsuring our value proposition is matched with the client's expectations and service commitments are defined and agreed prior to implementation.Partnering with the Toll network to increase gross profit and volume in key trade lanesThis is achieved by delivering performance in the following 5 key result areas (KRAs):
Strategy and CapabilityGrowth and InnovationOperational ExcellenceMaximizing Profitability and Return on CapitalPutting the Customer FirstPRIMARY DUTIES & RESPONSIBILITIES These KRAs are achieved when undertaking the following activities:
Target Client List: Analysing and identifying target clients based on TGF's Global Sales Strategy, using the following demographics: annual turnover, Industry segment, key trade lanes, proven system connectivity, growth mode, senior management relationships.TGF's Offering & Industry Knowledge: Provide ongoing market feedback and evidence of competitor pricing to ensure ongoing competitive pricingProvide market feedback on product offering and solution design to develop TGF's offering to stay ahead of the marketMeet regularly with Line Management to review Sales Pipeline and Opportunities and identify where TGF's Offering and Value Added Services can be promotedEnsure a solid understanding of:SWOT analysis of key competitors and where Toll can present a competitive advantageKey competitors' overseas partners in key trade lanesChanges in legislation which impact on the industryService options and pricing in key trade lanesOur end to end value proposition to include upstream value added services and downstream capabilitiesIndividual New Business Development: Ensure 10 client visits per week occur and reported using our Global CRM systemMaintain a personal Sales Pipeline Value and SegmentationAchieve a Hit Rate of 25%Actively question and generate 4 x Sales Leads per month for the Toll networkConvert client's leads to GP in line with agreed objectivesIncrement and maximize new business opportunity to their full potential by gaining all trade lanes and extending 3PL services.Develop the agreed product mix between Ocean, Air and Other (if applicable)Deliver new business GP in line with personal targets set, aligned with the global standard of 2.5x Return on CostHealth & Safety: Follow Rules:
Learn the Rules To Live By (RTLB) and safe work procedures that apply to the jobFollow rules and use the right procedure for the job, stop the job if unsure and ask for helpIdentify impractical procedures, and suggest improvementsSpeak Up:
Ask questions to check understandingReport incidents, near-misses or unsafe acts & conditions promptlyExpress any safety concerns to Manager or Health and Safety teamImmediately challenge any unsafe behaviourBe Mindful:
Stay alert to hazards and changed conditionsStop and ask 'what could go wrong?'Take time to plan how to do the job safelyTake fast action to let others know of hazards and changed conditionsGet Involved:
Encourage others to work safelyContribute to team safety discussions and meetingsContribute to incident investigationsShare own safety knowledge with othersSKILLS ESSENTIAL TO THE JOB Develops Sales LeadsQualifies Prospects with Standard ProbesMakes Persuasive PresentationsCommits Time and Effort to Ensure SuccessMaximizes Results by Partnering As A Customer AdvocateAdapts Approach to Different Buying AudiencesDevelops Comprehensive Product Knowledge to Be a Credible ResourceWhat moves you? At Toll, you can help play a vital role in delivering what matters. From food, fuel, medicine and rescue services, we keep businesses and communities thriving. Every day brings change. We see that as an opportunity. To be curious. To ask the right questions. And build meaningful connections. Because finding new ways to solve problems is what we do.
Are you excited about this role but are concerned you don't meet all the requirements? If you have similar skills and are willing to learn then we encourage you to apply anyway. We know that some people hesitate to apply for jobs unless they meet every single qualification. At Toll, we value a diverse, inclusive and authentic workplace, so if you're interested in this role but your past experience doesn't align perfectly then please talk to us – you may be just the right candidate for this or other roles we have coming up.
At Toll everyone is welcome including those of all ages, ethnicities, genders and abilities.
You must be entitled to work in Italy and be prepared to undertake pre-employment checks including a criminal history check and medical.
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