Business Development Lead - WAF

About the role

The Business Development Lead drives regional growth opportunities for the assigned market and vertical, with strong commercial, technical and market understanding. The role supports sales owners with the knowledge and confidence to grow profitably with customers in Maersk Project Logistics (MPL) and eventually integrated solutions, identifies opportunities in core and new verticals ahead of market trends, and acts as a centre of excellence for MPL within the region.

Key responsibilities

• Develop opportunities for Maersk Project Logistics (MPL) and coordinate with the solution team on pricing for opportunities brought forward by commercial teams
• Lead the RFI, RFQ and RFP process as co-sponsor with sales, ensuring proposals are comprehensive, competitive and within global product parameters
• Review and vet contracts so that product technical standards and requirements are met
• Support new business pursuits with sales and internal stakeholders to deliver a sound business proposal on time, and approach new leads jointly before transferring ownership to sales
• Simplify the product solution for internal sales and customers, and lead sales calls to promote MPL capability
• Own costing and pricing where necessary, and act as a consultant to customers and internal stakeholders
• Deliver MPL growth (top line and volume), profitability and support within the geographical scope, and provide market intelligence and vertical sales focus
• Track sales metrics such as closed won and churn, and ensure customer satisfaction

Required profile

• Deep knowledge of the special project logistics industry (5+ years) and of the core technical service offerings
• Understanding of local industry market trends and customer industry needs
• Well-developed stakeholder management and influencing skills
• Solid understanding of the commercial solution sales process