Business Development Manager-Field Sales, Sales & Commercial

Purpose of the position

To develop prospect business in particular route pairings (country to country or trade to market pairs) within the DSV Trade Lanes and responsible to grow the assigned routes based on an aligned sales plan, customer target list and personal KPI’s.

• Handling pre-sales activities for Sales Team; following and obtaining customer’s feedback for with focus on particular Region.


• Generating business for all the products Air/Sea/Custom clearance & Insurance.


• Achieve set individual GP & Volume target (Trade Lane & LCL)


• 15% of Budgeted GP & Volume should be from new Logos


• No of sales visits 60 and Min No of Joint Sales visits 5 per month to be done by the individual


• Keep positive frame of mind and help in maintaining working environment of branch.


• Ensure customers are provided with credit after proper verification.


• Responsibility for collection of payments from all the credit customer.


• Maintain & develop relationships with customers and help in enhancing business growth

Key Tasks

Sales Administration

• Process Inquiries for all the products (Air & Sea freight –Origin & Destination charges)


• Preparation of Standard Operating Procedures - SOP/IOP in collaboration with internal stake holders and lead the account transition through a coordinated implementation with stake holders


• To ensure a mutually signed-off SOP is in place between client and organization within 2 days of account on boarding (signed-off has to be done by sales, customer service & operations)


• Report Sales activity into the CRM tool


• 50 open opportunities from 30 customers in CRM


• Submit weekly sales visit plan to the line manager


• Pursue activities to achieve set KPI’s


• Filling of CAF/SME as prescribed by the organization


• Any other task assigned by the management

Business Development

• To do Sales activity for DSV Air and Sea Pvt Ltd for the particular region.


• Build Business relations with Prospects & Existing customers by regular client visits.


• Follow-up on Quotations and obtain customer feedback.


• Negotiate and Close deals.


• Achieve set individual GP & Volume target set by management.


• Generate Sales leads for Overseas Branches


• To work towards achieving set Sales KPI’s of the Branch.


• To jointly work with the team in Trade lane development.


• To perform regular market surveys and gauge the market pulse and keep abreast with the moves of the Competition.


• To collect regular feedback from Customers to gauge Customer delight and effect improvement wherever necessary

Decision Making Authority

Authorities as delegated by the Regional Sales Manager / Territory Sales Manager, in accordance with DSV standards and guidelines

Function / Market & Industry Knowledge / Business Acumen / Process working

• Good knowledge of our products and the global trade lanes


• Good knowledge of procurement and capacity management for air and ocean Profound knowledge markets trends and opportunities in various

Skills & Competencies

1. Taking responsibility & initiating action: Accepts responsibility for own  actions and decisions; recognizes  problems and takes initiative and  calculated risks; works  independently and takes on new  responsibilities and/or additional  work..

2. Solving problems & making decisions: Recognizes problems and  recommends solutions; makes  timely and quality decisions on the  basis of sound facts.

3. Focusing on customers: Develops relationships with  customers; continually focuses on  and responds to customers  (external and internal) current and  future needs; listens to and  understands customer needs;  deals with customer complaints  effectively.

4. Working with others: Works as an effective and  productive member of the team;  acknowledges conflict and resolves  interpersonal issues; respects  other opinions and provides and  shares information; uses informal  relationships for support and as a  resource.

5. Generating new ideas &  embracing change: Demonstrates openness to new ideas; adapts to and supports  change; comes up with useful ideas to improve the way we do  things

6. 6) Delivering results: Is able to prioritize tasks and to plan and organize own work;  delivers comprehensive results in an accurate, reliable,  complete and timely manner; deals with obstacles and looks for  solutions.

Educational background / Work experience

• 5 years of work experience (minimum)


• Gathering and analyzing of market data (various industries)


• Worked in an international company within a matrix organization


• Graduate/MBA

Language Skills

• Fluent in English (written and spoken)


• Other languages (written and spoken) preferred

Computer Literacy

• Good knowledge of Microsoft® Office Software (Excel®, Word, PowerPoint® and others)


• Good knowledge of Customer Relationship Management tools, Microsoft Dynamic Tools