Regional Business Development Manager- Energy MPL IMEA
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Key skills for this role
About the Role
Maersk is seeking a Regional Business Development Manager for Energy MPL in Dubai to drive growth and profitability of special project logistics. The role requires 10+ years of industry experience, strong commercial acumen, and the ability to lead RFQ/RFP processes and support sales teams.
Key Skills for This Role
Responsibilities
- Develop opportunities for MPL brought forward by commercial teams
- Coordinate with solution team to provide pricing to opportunities
- Actively lead the RFI, RFQ and RFP process for MPL as co sponsor with sales
- Review and vet contracts ensuring product technical standards & requirements are met
- Support new business pursuits via sales/internal stakeholders to deliver sound business proposals
- Approach new leads jointly with relevant sales colleague
- Lead sales calls for promotion of MPL capability to target customers
- Increase knowledge & awareness of MPL with sales & internal stakeholders
- Own costing & pricing where necessary
- Provide expertise for MPL as consultant to customers and internal stakeholders
- Ensure customer satisfaction within MPL
- Act as voice of the customers within MPL organization
Requirements
- Deep Special Project Logistics industry knowledge (10+ years) selling and solutioning core technical service offerings
- Financial & pricing acumen
- In depth understanding of local (geo scope) industry market trends
- Solid understanding of customer industry needs & requirements for respective product
- Well developed stakeholder management and influencing skills
- Strong understanding of commercial solution sales process
Full Job Posting
Role Overview
- Drive regional BDM opportunities for assigned market/vertical with a high level of commercial, technical/operational and market understanding.
- Enhances sales owners with capabilities and knowledge including increased confidence to profitably grow with the customer in MPL and eventually integrated solutions.
- Identifies business opportunities in the core and new verticals being ahead of market trends.
Develop opportunities for MPL
- Develop opportunities for MPL brought forward by commercial teams
- Coordinate with solution team to provide pricing to opportunities brought forward by commercial teams
- Maximize synergies & overall profitability on opportunities
- Actively leading the RFI, RFQ and RFP process for MPL as co sponsor with sales
- Ensure sponsored RFQ & RFP proposals submitted are comprehensive, competitive and within the parameters set by global product
- Review and vet contracts ensuring product technical standards & requirements are met
- Support new business pursuits via our sales/internal stakeholders to deliver a sound business proposal on time
- Approach new leads jointly with relevant sales colleague, transferring opportunity ownership to sales in line with sales accountability
- Strong ability to break down a product solution in a simplistic fashion to both internal sales and customers.
- Support sales in pursuit of deals for relevant products (inbound marketing leads, trade shows, past relationships, etc.)
- Leading sales call for promotion of MPL capability to target customer, leveraging their product knowledge
- Increase knowledge & awareness of MPL with sales & internal stakeholders
Serve as center of excellence within Region for MPL
- Own costing & pricing where necessary
- Provide expertise for MPL as consultant to customers
- Provide expertise for MPL as consultant to internal stakeholders
- Ensure customer satisfaction within MPL
- Act as voice of the customers within MPL organization
Accountable For What
- MPL growth (top line / volume) delivery
- Profitability of MPL within geographical scope
- MPL support.
- Sales metrics for MPL (TBC with SAL closed won / churn etc)
- Market intelligence for MPL within geographical scope
- (focused) Vertical MPL sales in the geographical scope
Critical competencies
- Deep Special Project Logistics industry knowledge (10+ years) selling and solutioning our core technical service offerings.
- Financial & pricing acumen
- In depth understanding of local (geo scope) industry market trends
- Solid understanding of customer industry needs & requirements for respective product
- Well developed stakeholder management and influencing skills.
- Strong understanding of commercial solution sales process.
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