Business Development Executive (BDE)
DEPARTMENT Sales
REPORTS DIRECTLY TO Sales Manager, Sales Supervisor
REPORTS INDIRECTLY TO
Group Sales Manager
State Sales Manager
State Manager
National Sales Manager
NUMBER OF REPORTING RELATIONSHIPS 5
TRAVEL REQUIREMENTS Travel required within metropolitan area on a regular basis
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)
- National Sales Manager
- Group Sales Manager
- Brand Sales Manager
- Sales Department
- Account Management Department
- Customer Service and Administration Department
- Operational Departments (Fleet, Courier, Contracts, Taxi Trucks)
- Finance and Accounts Department
- HR and HSEQ Department
- Legal Counsel
CRITICAL RELATIONSHIPS (EXTERNAL)
- Existing clients
- Potential clients
Position Summary
As a Business Development Executive (BDE), you will report directly to the State Sales Manager for the applicable brand, with indirect reporting to the Group Sales Manager and National Sales Manager. You will be responsible for achieving daily, weekly, and monthly targets, ensuring consistent progress towards your year-to-date budget goals through meeting your activity targets specified to the role. You are expected to sell in accordance with the Company induction training and Sales Manual including sourcing new business leads through a variety of methods, and managing the relationship with new clients to ensure we retain their business.
1. Key Responsibilities and Tasks
1.1 KEY PERFORMANCE INDICATORS
- Ensure you meet the results and activity targets set by your manager and outlined in a separate document titled ‘Appendix A.’
1.2 ROAD DAYS
- Ensure you start and finish in the office daily, abiding by the ‘Daily Sales Structure’ document provided at the time of induction, unless otherwise directed by your manager. This generally includes three (3) days in the office (Monday, Wednesday and Friday) and two (2) days on the road (Tuesday and Thursday), however this can vary at your manager’s discretion.
- A Qualified Opportunity is defined as an opportunity with a prospective client that has not traded with Capital Group at all, or for not less than three (3) months, and the prospective customer’s:
- Decision maker is known;
- Transport requirements are known and are serviceable by us;
- Has a transport need of not less than one transport job per calendar month;
- Incumbent transport provider is known and is a competitor of ours;
- Has an invoice or price example for comparison; and
- Is planning to make a decision within six weeks from initial contact (Buying Mode).
- A New Business Appointment is defined as a first appointment of a Qualified Opportunity, as well as any follow up action (such as follow up appointments and drop-ins) that are required to secure the custom of the Qualified Opportunity.
- An Account Management Appointment is defined as an appointment with a customer that is already trading or has traded within the last three months.
- Attend the minimum number of appointments as outlined in Appendix A of this position description, unless otherwise directed by your Manager. These appointments should be made up of both New Business Appointments and Account Management Appointments.
- Obtain the minimum number of business cards as outlined in Appendix A of this position description, abiding by the Capital Group’s approved lead generation methodology.
- Sell within your defined territory unless referred to a client in another territory or otherwise directed by your manager. If referred into another territory, you must attempt to make an appointment in the morning or at the end of the day to ensure effective time management.
- Follow the Capital Group’s Sales Process as outlined in the Sales Training Manual, including use of the following sales methods:
A. Warm up;
B. Recap;
C. Presentation; and
D. Close.
- Provide an update to your Manager at the end of each road day including a de-brief of all on road activities tracked via CRM.
1.3 OFFICE DAYS
- Have a minimum of 100 leads (i.e. company name and phone number) to call that have been generated through either cold calling, referrals, CRM follow ups, eyeballing, door knocking or any other lead generated techniques promoted through the Capital Group’s approved sales lead generation process.
- Make the minimum number of calls outlined in Appendix A of this position description, predominately from your landline.
You must use these phone calls to schedule appointments for the days on the road selling. These phone calls will be measured though the phone system and CRM.
- Ensure all original credit applications are submitted on the day a new client trades and given to the Administration Manager for a final review. If the client has been offered special rates, the credit application must be reviewed and approved by your Manager. Where a hard copy credit application is used, a copy must be supplied to the client upon completion.
- Ensure that you escalate any clients that start trading or have a daily trade or per period revenue above $1000.00 to the Sales Manager/Supervisor to ensure that a follow up phone call to welcome the client aboard is made, unless otherwise directed by your Manager.
- Ensure client feedbacks are followed up within 1 week of receipt and all escalations are reported to your Manager where required.
- Assist the Administration and Finance Departments with the investigation of any client queries (including damage claims), where required.
- Ensure you are logged into the phone system and be available to accept overflow calls from the Customer Service Department. You are to only use the “Make Busy” telephone option for breaks and for the purpose of completing work-related tasks.
- Ensure you attend all weekly sales team meetings, reviewing individual and group results.
1.4 GENERAL RESPONSIBILITIES
- Ensure proper use of the CRM system at all times by inserting information that is legitimate, detailed and relevant, including:
- Maintaining a CRM pipeline with the minimum number and overall value of Qualified Opportunities at any given time, as outlined in Appendix A of this position description;
- Ensuring all appointments, follow up phone calls, emails and tasks are being tracked in CRM before going out on the road; and
- Documenting all communication and administrative work associated with managing prospective and existing clients.
- Escalate all client proposed modifications to our credit application terms and conditions, and client contracts, to the Legal Counsel without delay, prior to providing services to the customer.
- You must inform yourself of the goods and associated tasks involved in providing transport services to potential and existing customers. You are required to identify and control known risks, such as:
- Hazardous manual handling;
- Dangerous goods;
- The requirement for the use of specialised vehicles or equipment, and associated compliance requirements;
- Deliveries of commercial quantities to residential premises;
- Deliveries to high-risk environments; and
- High risk tasks that require bespoke process design.
- You must liaise with the National HSEQ Manager to ensure the work can be performed in a manner that is safe and does not expose our sub-contractors (or people generally) to a situation or environment that poses a risk to their health and safety.
- You may be required to conduct client site inspections to ensure that the service we provide our customers is of a high standard, and that the client’s site does not pose a risk to the health and safety of our sub-contractors. In completing a client site inspection, you must use the prescribed inspection template, and insert information truthfully. Should you require retraining or have a question in relation to a specific site or the inspection template generally, you must escalate this to the National Work Health and Safety Manager without delay.
- Attend weekly one on one meetings with your Manager reviewing the entire week’s activities and pipeline.
- During peak business periods, between November and January, you may be required to perform courier deliveries and assist the customer service department in taking client bookings.
- Ensure all clients’ expectations are met in terms of time and quality in the delivery of our services.
- Effectively communicate with colleagues and clients.
- Advocate co-operation with both intra and inter Departments.
- Ensure that your written and verbal communication with clients, colleagues and sub-contractors is always professional and courteous.
- Attend one on one meetings with your Manager as required.
- Perform any reasonable tasks requested by your Manager.
- Notify your Manager if you require additional training as soon as practicable.
- Ensure you use work time and resources for work activities, through limiting personal phone calls, internet browsing and mobile phone usage. You must not divert your work mobile to your personal mobile phone.
- Ensure compliance with Capital Group’s Company Policies at all times.
- Ensure compliance with the Work Health and Safety (WH&S) responsibilities as outlined in section 3.
2. Work Health and Safety (WH&S) Responsibilities
All staff are responsible for the following safe work procedures and instructions:
2.1 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.
2.2 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;
2.3 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.
