Vice President, Business Development

Overview

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About Toll Group
At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge – big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries.

We are proudly part of Japan Post —

• Responsible for identification and development of Toll Global Logistics (TGL) China market segments, achievement of aggressive quality revenue & EBIT growth in line with TGL China & TGL Corporate strategy.
• Ensure all business development opportunities are maximized and TGL China is recognized as the preferred partner in all segments within the business delivery capability.

• Lead all new business development opportunities (tendering, pricing presentations) based on customer requirements.
• Design and implement a China logistics sales methodology (Target – Qualify – Win) – Ensure customers fit Toll business model.
• Develop customer capability toolkit (e.g. PO Mgt, pick & pack, x-dock/merge-in-transit, VMI customer), competencies and framework.
• Document a business plan for new business to achieve budget growth (with particular emphasis on key vertical markets).
• Manage and train BD managers on all elements on the win CLCM process for all new business.

• Responsible for the tender management process for new business opportunities.
• Increase the number of tender opportunities/channels and the corresponding success rate.
• Ensure compliance with all regulations and procedures (including those specified by the customer) for the development and submission of quotations and proposal.

• Develop and implement strategic sales targeting methodology.
• Provide management with key reporting and business analysis timely.
• Provide framework for sales resource allocation and opportunity analysis.
• Measure the sales support/BD execution efforts.
• Implement measurement tools (KPI’s) to assess success and progress.

• Provide strategic China BD directions.
• Participate in decision-making process concerning cross-business unit sales.

• Succession planning to ensure the direct reports have adequate substitutes trained.
• Act as coach and mentor to team members - Lead by example.
• Provide learning opportunities and guidance to ensure staff are supported and in the best position to progress within the business.

• To liaise with other Toll stakeholders to discuss business and continuous improvement opportunities.
• Apply industry best practice and sharing of initiatives across other customers within commercial guidelines.

• Ability to understand and communicate relevant commercial and technical issues affecting customers in identified markets.
• Ability to identify opportunities with existing and new customers.
• Ability to conceive & implement new “go to market” strategies.

• Demonstrates an ability to uncover business drivers.
• Solid understanding of P&L and Balance Sheet principles.
• Ability to see the “Big Picture” and quickly reach an understanding of customer’s business and their requirements.
• Understanding of Toll Global Logistics (and the greater Toll business) and its core business units.
• Understanding of Supply Chain Management/Integrated Logistics.
• Thorough understanding of the China market and of pertinent industry issues.

• Degree in Business or Logistics or related discipline from a recognized tertiary institution.
• Proficient in Microsoft Office including Windows, Word, Excel, PowerPoint, Access and Visio.
• Exceptional personal standards of honesty, integrity and professionalism.
• Excellent communication skills in English and Mandarin.
• Strong negotiating and influencing skills.
• Maintain highest level of confidentiality at all times.
• Well organized and ability to juggle competing priorities effectively.
• Industry specific…