Business Development Executive
This is a very significant position within the sales department and the Organization as a whole, as sales people are the very first contact in the field with potential customers. They are not only pivotal in brining the revenue for the Organization but provide a support to build and increase the image of the company.
The BDE will be located at Lahore and Karachi reporting directly to the Sales Manager. The goals and Objectives of sales department are in line with that of the goals & objectives of the Organization as a whole
The effective and efficient deliveries in serving customers , besides a positive attitude and pro-active approach , requires an in depth knowledge of the logistics Industry in Pakistan, government rules & regulations pertaining to Ocean/Air out/inbound movement of cargo, customs rules and regulations & practices & policies at ports. The sales functions can only be carried out as per the customer’s needs when sound knowledge in the mentioned areas is acquired and constantly updated.
A wrong first impression, misjudging customers needs oversights or errors in communication with customers (External/Internal) always create customer’s mistrust resulting in losing a customer.
Guidance & Supervision:
The main guidance will come from the immediate supervisor. Continuous learning, and following up on sound practices, procedures and rules provide a framework under which to operate and serve as guidelines for smooth Sales.
The formal and informal interactions with seniors/colleagues/team members/potential and present customers and overseas agents serve as a base to focus on targets and achieving them.
The authority for the BDE to make certain decisions is normally subject to approval from the immediate supervisor and/or keeping in view the schedules, policies rates and allotment of funds by the management. However, when necessitated, the incumbent will have the authority:
• To finalize rate/s agreements with customers, but maintaining the minimum required yield, as communicated by the organization from time to time.
• To communicate and negotiate rates for inbound business, with overseas counterparts.
• To distribute promotional material within his/her sales territory and/or to engage in any promotional activity he/she may feel desirable but within the prescribed legal/social norms and pre-approved financial resources.
Contacts & purpose:
The contacts are primarily with,
• Local/overseas external customers/vendors
• Internal Customers
• Overseas Agents
A very regular contact with Finance division and operations is essential to ensure faultless services to customers for a consolidated approach to boost sales.
A minimum of 20 calls per week for outdoor sales executive and 250 calls per week for indoor sales executives. The weekly sales call plan will be prepared in advance , discussed and finalized with the support of immediate supervisor. All calls made during the day will be recorded by the SE and preferably discussed with the immediate supervisor in the evening.
BDE will be required to send a minimum of 5 qualified sales leads to overseas agents and follow them up constantly
BDE will very closely observe the trends in the market, competitor’s behavior, rates and credit offerings, induction of buying agents in the market. IGMs, Social Media, Newspapers and business magazines etc will be closely monitored to look for announcements for competitive biddings and /or announcements by public authorities within and outside the country affecting the logistics industry.
BDE will be required to attend weekly sales meetings, present the progress during the respective week, seek guidance and support from other departments whenever required, and share the weekly market intelligence
Credit Rating & Approval:
BDE will assist the management in assessing the credit rating of potential client/s and make recommendation for approval/denial of the credit to customers