Business Development Manager

About Royal Den Hartogh Logistics

Royal Den Hartogh Logistics is a leading logistics service provider for the chemical, gas, polymer, and food industries. Our family-owned company, founded in 1920 in the Netherlands, is strongly committed to safety and sustainability. Together with our customers and suppliers, we develop smart logistics solutions that contribute to an efficient supply chain.

With a presence in 58 locations across 28 countries, our team of over 2,700 dedicated professionals operates a modern fleet, including 25,000 tank containers, 4,900 dry bulk containers and dry bulk trailers, 575 road tankers, and nearly 900 trucks. Join us and be part of a dynamic and forward-thinking team!

Role Description

The Business Development Manager - BDM, is responsible for new business , customers from MEA region involving their multi-modal transportation of liquids in Tank containers.

They are expected to build relations and secure business from accounts which differ from our strategic customers.

Purpose

The purpose of this role is to ensure that volume and revenue is delivered as per expected target and KPIs. Additionally any troubleshooting is handled in liaison with relevant dept.

Organization

a. Direct reportees:

This role currently has no reportees.

b. Reporting to:

This role will be reporting to Business development Manager.

c. Management and control:

Currently this function is a managerial function which will be responsible for the commercial dept and employee within it.

Tasks and Responsibilities

• Ensures that the work is carried out in accordance with the safety and SHEQ framework as set by Den Hartogh.

• Develops and maintains new client base as defined in the BU global annual plan. This would require developing the Export, import, inland and liquid market.

• To regularly meet customers via face to face or online meetings. Meetings to be recorded in Salesforces and necessary tasks to be actioned.

• Is responsible for meeting KPIs and targets formulated for new customer base.

• To ensure regular review via tools such as power BI, of volumes and revenue in line with the set targets.

• Manages the process of quote, tenders, commercial budgets, rate changes and charges with optimum usage of inventory and space allocation.

• All opportunities to be updated in salesforce and ensure regular follow up to avoid overdue opportunities.

• Ensures rates offered are in accordance with BU Global pricing model.

• Ensure that all costs are covered in the quotes to avoid Financial exceptions and disputes.

• Ensures monitoring of account receivables for timely payments.

• Ensure proper handover for new customers to strategic account manager once they are stabilized for client maintenance.

• Ensures accurate commercial reporting about clients and prospects as per network bandwidths under his management.

• Develops market intelligence with regards to competition, rates, projects and other vital information.

• To be part or chair calls with Network partners, MMP, order intake or any adhoc calls involving commercial.

• Play an active role in preparing and finalizing the budget.

• Responsible for credit management for assigned clients.

• Is as trouble shooter responsible for solving problems between DH and its clients.

• Travel as deemed necessary.

• Handle and grow the commercial dept with focus on development of team members in the commercial team.

Authorities

• Is authorized to negotiate with clients on tariffs in accordance with set calculation methodology and terms + conditions as set for the region.

• In case of commercial conflicts on interests between DH and its customer(s), Account Manager is authorised to negotiate a solution.

Functional Requirements

a.       Knowledge:

• Has multiple years commercial knowledge of logistics, transport and chemical sector.

• Has operational and demonstrable knowledge of chemical products, including ADR and means of transport

• Has strong experience in preparing reports, budgets.

• Has ample experience in commercial process and trouble shooting.

b.       Independent decision making

• Make commercial agreements with clients on tariff as per commercial guidelines

• Trouble shooting for solving problems with customers in consultation with management.