New Business Development
1. Planning and Development
Identifies and brings forward new business opportunities
Establishes a prospecting plan; identifies potential clients using knowledge of the market electronic databases, industry trade associations, trade shows, networking events, and consults other sources of information.
Prepare action plans
Identifies decision makers at target clients
Maintains a good understanding of client business segment and of solutions proposed by the competition.
Identifies and analyze customer needs and develop solutions adapted to client expectations
Negotiates prices and conditions based on the type of service offering; proposes complementary services.
Obtains a service agreement/contract
Follow-up and portfolio maintenance
Maintains regular contact with clients
Anticipates evolution of customer demands and translate those into service offerings.
Responsible for ongoing, continuous customer relationship development with attendance at industry networking events, and hosting of customer entertainment meetings
Collaborates with Schenker’s Business Development and Product Management Teams in developing innovative value propositions and customer solutions
Gathers and shares with Schenker staff, verbally or in written form, pertinent market information and data on existing and prospective clients as well as on emerging industry trends and competitor activities
- Require 10 years of relevant sales experience;
understands and anticipates customer needs
- Degree in relevant discipline preferred
- Concrete business examples of sales
- Plans work and measures performance
- Business Community involvement.
- Good interpersonal skills required.
- Excellent written and verbal communication
- Strong negotiation skills.
- Microsoft Office & Ability to learn and use
- Fluency in second language an asset
- DRIVE FOR RESULTS - Clearly sees goals and
objectives and manages efforts effectively to achieve them. Able to overcome barriers and to keep
self and others focused. Bottom line
driven and consistently a top performer.
- ACTION ORIENTED - Enjoys hard work and activity
and demonstrates interest and energy in situations or areas that look like
a challenge to be overcome. Not afraid to make quick decisions and
recognizes and grabs more opportunities than most.
- COMFORT AROUND HIGHER MANAGEMENT - Is comfortable
and at ease when in the company of senior managers whether in exchanging
information, presenting or accepting projects or assignments. Is responsive to their requests with a
professional approach that represents intuitive understanding of how they
think and process information.
- PERSEVERANCE - Makes a plan and sticks to it and
doesn't stop until it is accomplished or finished, with energy and
drive. Recognizes and accepts
barriers and challenges and never gives up.
- LISTENING - Has the ability to listen deeply and
actively and to collect information from tone, body language and style, to
enhance the verbal message. Is able
to understand the root of opinions or information and can articulate it
even if in disagreement. Recognizes
that listening is critical to affecting the behavior or agreement of
- NEGOTIATING - Demonstrates diplomacy as well as
being direct and forceful, has the ability to gain concessions without
damaging long term relationships or dialogue. Negotiates skillfully with internal and
external groups by listening and demonstrating commitment and integrity,
resulting in gained trust and credibility.
- COMPOSURE - Maintains poise and a focus on
business at hand and achieving results and doesn't react to difficult
personalities or situations. Keeps
a steady hand and head does not become emotional or needy. Perseveres when encountering unexpected
challenges or disruptions and signals character and self-possession.
- TIME MANAGEMENT – Displays deliberate and focused
work habits resulting in a maximized use of time and energy to meet
deadlines and accomplish priorities. Is able to ignore distractions and
irrelevant interruptions. Gets more
done in less time than others.
- WRITTEN COMMUNICATIONS - Is able to communicate
clearly with the written word, and able to adapt to a variety of settings
and venues. Can communicate so that
messages are decoded completely and accurately.
- PRESENTATION SKILLS - Is able to command and
engage a group in a variety of settings, will well prepared and
effectively presented material. Creates
and manages the group dynamic and is able to amend presentation strategy
when it is not accomplishing the intended goal.
- CUSTOMER FOCUS - Develops and maintains mutually
respectful and trusting relationships with internal and external customers
and concentrates on always meeting or exceeding their expectations. Uses customer information and feedback
to continuously evolve and improve products and services. Always acts, plans and executes with the
customer needs in the forefront.
- INTERPERSONAL SAVVY - Is able to connect with all
and any individuals at all levels inside and outside of the
organization. Able to build
rapport, and develop constructive, effective and appropriate
relationships. Is effective at facilitating discussion or resolution.
- ETHICS AND VALUES - Believes in and demonstrates
adherence to the established and effective core values and
behaviours. Continuously sets an
example as a role model and rewards the demonstrated behavior of
others. Uses the established values
as a rudder to drive decisions, provide feedback and execute the role.