VP - Business Development Sales, APAC

Role Summary

We are seeking a highly motivated individual for the role of VP, Business Development Sales (Asia Pacific) to serve as a senior business development professional managing all aspects of the PSA BDP customer logistics, transportation and supply chain solution relationships. The VP, Business Development Sales (Asia Pacific) is responsible in identifying and attracting new customers and business opportunities driving maximum revenue, account penetration and customer satisfaction. VP, Business Development Sales (Asia Pacific) will be at the outset have substantial travel.

The VP, Business Development Sales (Asia Pacific) develops, oversees and maintains the “big picture” and leads the Business Development Sales Teams in understanding and executing the account strategy.

Assessment and Metrics, Business leadership, strategic key account planning and high-level relationship management are the key responsibilities of this role. The VP, Business Development Sales (Asia Pacific) will focus on Business Development & Management; Maintaining Customer Relationship; Key Goals & Objectives and Team Leadership and responsibilities detailed as follows:

Assessment & Metrics:

• Acclimate yourself to and on-board with the company’s culture, business model, strategic plan and go-to-market strategies.
• Establish key performance indicators and metrics with existing Team Members.
• Engage existing Team members and ensure congruence of message and transparency around expectations for performance going forward.
• Assess the Team’s current capabilities and monitor and evaluate each member’s performance against the agreed-upon metrics, KPIs and go-to-market objectives.

Business Development & Management:

• Develop and execute the PSA BDP Business Development Plan and account strategy at a Global/Regional level in line with customers time to market requirements.
• Help and guide the Team to identify new business opportunities and to execute strategy.
• Drive completion of running opportunities/projects and new developments through existing account managers and sales representatives
• Review and coordinate Business Development Sales activities and account receivables with account managers.
• Track sales pipeline and activities and performance using CRM software.
• Drive new business development through innovative strategic and tactical marketing plans.
• Maintain a thorough working knowledge of all services offered by company and awareness of competition, i.e., market share, pricing, services offered, etc.
• Inculcate and maintain the “big picture”.
• Decision-making with regards to strategic positioning, solution and service selection as well as promotion within customer responsibility.
• Relationship building and strengthening with multiple internal disciplines to ensure satisfactory response to AP customer issues (such as logistics solutions, quality complaints response, pricing, customer service requirements, product developments). Example include collaboration with country /operational leadership to ensure constant information flow effectively ensuring BD Sales efforts are aligned with local operational capabilities.
• Research and evaluation of customer market activities, internal and external data (markets, competition, technologies, trends) in order to understand how regulatory, environmental, technical, political and other business changes will impact customer needs.
• Oversee the complete project pipeline to ensure long term development.

Maintain Customer Relationship:

• Create and maintain a good trusting relationship with customer’s management and senior leadership.
• Sell the value propositions of PSA BDP’s products and services.
• Understand the customer and the customer expectations/requirements.
• High level decision making and influencing.
• Regular interaction with the customer to follow up on quotes, solutions, service delivery and quality issues.

Team Leadership:

• Internal reporting of projects and other business activities.
• Manage, coach, motivate, mentor and lead a team of Business Development professionals.
• Lead, deliver and manage Team training and development initiatives.
• Lead the development and maintenance of strategic account plans.

Key Goals & Objectives/Measurements:

• $ Revenue, Market Share growth
• Customer penetration
• Customer satisfaction
• Profitability
• Sales Executive Performance/Team Improvement

Key Selection Criteria (“Must Haves”):

• “A” Player with a demonstrated track record of Account Management, Business Development, Solution and Value-based selling Leadership within a sophisticated, multinational and/or supply chain/logistics/transportation solution services corporation
• Visionary & strategic account leadership discipline with superior value and/or solution-based selling experience; excellent account relationship management capabilities.
• Superior team leadership, coaching Superior team leadership, coaching, mentoring and development skills; strong track record of building, recruiting, hiring and maintaining a high performing sales team.
• Expertise, knowledge and thorough understanding of Global Logistics, transportation and supply chain technologies and related solutions.
• Proficiency and facility with a top CRM system or platform.
• Entrepreneurial drive; political savvy; resilient and humble spirit.
• Excellent listening, communication and negotiation capabilities; ability to leverage and utilize these skills to deepen and widen account relationships and anticipate and plan/prepare PSA BDP for future solution readiness and delivery.

Minimum Professional Background Desired:

· Must have a bachelor’s degree in business administration, marketing or equivalent; minimum eight to ten years professional Sales & Marketing level experience.

· Willingness to travel as necessary, to support customer needs and requirements; anticipated travel is projected to be roughly 40%.

· Professional level of business acumen and good commercial understanding; understanding of technical complexities and ability to quickly learn PSA BDP products and solutions.

· Experience in a business development/ sales leadership role; previous experience in account planning, relationship management, and leading an account team.

Personal characteristics:

· Possess high level of integrity contributing to long lasting and credible relationships of highest professionalism.

· Strong communications skills; must demonstrate an open, honest, and transparent communication style with excellent interpersonal skills; excellent relationship and communication skills;

· Strong interpersonal and influencing skills and the ability to build strong, credible relationships with multiple organization functions (inside and outside of PSA BDP); strong selling, presentation and negotiation skills;

· High level of initiative and drive with a strong sense of urgency and accountability; energetic, proactive, and hardworking so as to lead by example.

· Keen business judgment; demands excellence and sets high standards for self and others; high-level of intellectual curiosity combined with strong problem-solving and analytical skills.

· Clear, strategic thinker with the ability to execute on priorities; ability to work to deadlines and challenging targets.

· Strong leadership capabilities; able to motivate and lead a business development team.

· Ability to identify and pursue new business opportunities in line with business plans.