Job Description
Client Strategy and planning
- Directs activities associated with qualifying opportunities, positioning, and capturing new business within assigned sub verticals (Ecommerce & FMCG)
- Manages simultaneous business development activities (e.g., opportunity identification and qualification, bids and proposals, strategic vendor relationships, and strategic teaming agreements)
- Develops win themes, win strategies, and value propositions for clients through careful planning, developing strong relationships and using sales excellence techniques.
- Coordinates pricing and contractual support between technical division subject matter experts and pricing and contracts administration professionals
- Contributes to the development of the technical and management solutions
- Responsible for documenting lessons learned during the capture process and providing these lessons learned to the proposal manager for after-action analysis and processing in the system.
- Proactively manages the business pipeline, expanding the existing business and exploring new opportunities as part of sales processes.
- Identifies strategic partners for bids, and negotiates preparation for bids
- Manage and develop the relationship with the sub-entity of the contractual customer in line with Maersk/global strategy
- Develop local business plan for increasing overall supply chain Share of Wallet and position Logistic & Services products
- Grow local presence across products with the sub-entity of the customer through new opportunities–also through sub-suppliers.
- Define the local value proposition and work closely with global/regional/local product organization to grow and deliver revenue growth supporting product P&L
- Develop account business plans that encompass ocean as well as Logistic & Services products on global scale (where relevant)
- Define the global value proposition and work closely with product/solutions to build End to End solutions supporting revenue growth across products (where relevant)
Responsible for Customer Satisfaction
- Support the overall customer experience and support global value proposition
- Organize and connect the global Maersk team across functions, products and area for overall customer experience (where relevant)
- Deliver client profitability as per budget
- Ensure successful business onboarding and contract compliance
Customer Relationship
- Position Maersk towards the regional/local influencers of the global tender success and towards local decision makers on country relevant products
- Position Maersk for access to the right stakeholders, influencers and decision makers throughout the customer organization (where relevant)