LOG - Business Development Executive
DEPARTMENT Sales
REPORTS DIRECTLY TO State Sales Manager
REPORTS INDIRECTLY TO Head of Sales
NUMBER OF REPORTING RELATIONSHIPS 2
TRAVEL REQUIREMENTS Travel will be required within the metropolitan area
EMPLOYING ENTITY Capital Transport and Logistics Group Pty Ltd
AUTHORITY TO ACT
This position must act within written group policies, procedures and operations manuals. All decisions outside these parameters must be approved by your direct manager.
NUMBER OF STAFF REPORTING DIRECTLY TO THIS POSITION 0
NUMBER OF STAFF REPORTING INDIRECTLY TO THIS POSITION 0
CRITICAL RELATIONSHIPS (INTERNAL)
- Head of Sales – LOG and Transport
- Chief Executive Officer
- Operations Manager
- Chief Operating Officer – Logistics
- Account Management and Sales Department (LOG)
- Operations and Customer Service Department
- Supply Chain Management
- Finance and Administration Department
- Transport Sales Teams – Including National
- HR, Legal and HSEQ departments
CRITICAL RELATIONSHIPS (EXTERNAL)
- Existing clients
- Potential clients
Position Summary
As a Business Development Executive, you will be responsible for achieving year to date budgets through execution of a successful pipeline of new business clients’ awards. This pipeline will be constructed by adhering to the minimum standards of client interactions as outlined below, relating to calls, meetings and opportunity sizes. Business Development Executive are expected to source new business leads through a variety of methods and manage the relationship with new clients to ensure we retain their business.
1. Key Responsibilities and Tasks
1.1 ROBUST PIPLINE AND ACTIVITY KPI’S
- Maintain a pipeline of Qualified Opportunities, ensuring all information is detailed and relevant in the CRM system.
- Construct a varied pipeline with no less than 20 ongoing opportunities.
- Ensure all appointments, follow-up calls, emails, and tasks are tracked in the CRM.
- Achieve the following KPI’s:
Activity KPI
Complete required road days Tuesday and Thursday (Monday, Wednesday and Friday in the office)
Complete call block times 9am till 2pm
Complete all required admin work Post 2pm after call block time
Achieve the minimum number of appointments per road day Minimum is 6 appointments
Achieve required appointments per day
Appointments per day, in terms of:
- New business first contact
- Sales = 3 first contact
- Follow up meetings
- Sales = 3 follow up
Phone calls per week
Phone calls
- 75 per week (50 must be prospecting / first contact)
- Adherence to any minimum standards that are displayed on CRM dashboards.
1.2 CLIENT ENGAGEMENT
- Source new business leads through various methods and manage relationships with new clients to retain their business.
- Attend new business appointments and follow-up actions to secure prospective clients.
- Close new business deals with decision-makers through the defined Capital Logistics Sales Cycle.
- Establish, develop, and manage effective customer relationships.
- Maintain and grow relationships with secured clients to increase the share of wallet and ensure their business is deeply integrated with ours.
- Work on brick walling the customer by establishing multiple relationships within their business to meet their needs at all levels.
- Effectively account manage clients that are onboarded within your NB sales budget year. This includes account management meetings, WBR, MBR and QBR’s where relevant
- Activity to be reflective of this account management responsibility and expectation is that 25% of all meetings and communication are related to account management responsibilities after 6 months of the budget year.
1.3 MEETINGS AND REPORTING
- Attend cyclical team meetings, including Sales Meeting Monday, where are we Wednesday/Training, and Friday PM (NSM discretion).
- Participate in monthly One on Ones (45 mins) with your manager.
- Review service feedback reports daily and contact customers who experienced service issues.
1.4 SALES AND COMPLIANCE
- Achieve budget, margin, new traders, and new business activity targets.
- Sell the Capital Logistics value proposition into allocated markets and verticals.
- Ensure compliance with Capital Transport Group’s Company Policies at all times.
- Escalate client proposed modifications to credit application terms and conditions to National Legal Counsel prior to providing services.
1.5 PROFESSIONAL CONDUCT
- Demonstrate professional and courteous written and verbal communication with clients, colleagues, and suppliers.
- Advocate cooperation with both intra and inter-departments.
- Ensure all client expectations are met in terms of time and quality in the delivery of services.
- Demonstrate impeccable personal presentation standards to represent a market-leading, dynamic organisation and enhance your personal brand.
1.6 ADDITION RESPONSIBILITIES
- Respond to Requests for Pricing (Tenders) only where there is a genuine opportunity and approval from the Head of Sales.
- Conduct client site inspections to ensure high service standards and safety compliance.
- Notify your manager if additional training is required.
- Use work time and resources for work activities, limiting personal phone calls, internet browsing, and mobile phone usage.
1.7 BUDGET
- You will be required to achieve the budget allocated for the position, this will be discussed with you by your Manager as required from time to time.
2. Commission Structure
- Commission will be paid per the Commission Structure supplied to you separately from this position description.
3. Work Health and Safety (WH&S) Responsibilities
- All staff are responsible for the following safe work procedures and instructions:
3.1 EMPLOYEES MUST
- Cooperate with the Capital Group in relation to activities undertaken to comply with WH&S and National Heavy Vehicle legislation;
- Undertake all relevant training to carry out your responsibilities in line with CG’s policies and procedures and legislative requirements;
- Perform their roles effectively to manage Chain of Responsibility (COR) risks, and ensure their actions or inactions do not cause or contribute to road safety breaches, specifically with regards to:
- Load Restraint;
- Mass and Dimension;
- Fatigue;
- Speed; and
- Vehicle Standards.
- Ensure that any potential or actual breaches of CG policies and procedures are reported immediately to their Manager;
- Take reasonable care for their own health and safety and the health and safety of other people who may be affected by their conduct in the workplace; and
- Not wilfully or recklessly interfere with or misuse anything provided in the interest of environment health and safety or welfare.
3.2 SUPERVISORS ARE RESPONSIBLE FOR
- Providing adequate supervision through technical guidance, training and support to ensure employees carry out their responsibilities in line with CG’s policies and procedures and legislative requirements;
- Maintaining regular communication with employees to identify if there are any issues that could result in a breach to CG policies and procedures and escalating to the Manager and relevant key stakeholders;
- Assisting with any efforts undertaken by the Capital Group to implement initiatives and corrective actions to comply with WH&S and National Heavy Vehicle legislation.
3.3 MANAGERS AND SECTION HEADS ARE RESPONSIBLE FOR
- Ensuring information, training, instruction and supervision is provided to all employees at the point of induction, and cyclically thereafter, so that they can effectively perform their roles and responsibilities in accordance with CG policies and procedures, and legislative requirements;
- Maintaining regular communication with employees to identify if there are any issues that could result in a breach to CG policies and procedures;
- Monitoring internal and external processes to identify risks to the business and developing suitable control measures;
- Identifying and investigating any potential or actual breaches, notifying and consulting with the relevant key stakeholders, implementing corrective actions required for compliance without delay, and ensuring appropriate records are maintained.
At the Capital Group we recognise our people are the driving force of our success, therefore our process of selection, induction and personal development is our prime focus.
