Role &

Key Responsibilities

- Business Development & New Customer Acquisition

- Develop and execute effective business development strategies to achieve assigned revenue, gross profit, and customer acquisition targets.
- Identify, prospect, and acquire new customers requiring international air and sea freight forwarding, customs clearance, inland transportation, warehousing, and supply chain solutions.
- Generate new business opportunities through direct prospecting, referrals, industry contacts, networking, market visits, customer introductions, and other business development channels.
- Build and maintain a healthy pipeline of qualified prospects and ensure regular follow-up and conversion of opportunities.
- Identify potential customers across key industries and develop targeted approaches for acquiring such accounts.
- Conduct customer meetings, presentations, business proposals, RFQ discussions, and commercial negotiations.
- Convert prospects into profitable and sustainable customer accounts.

2. Revenue & Business Growth
- Achieve and consistently exceed assigned sales and business development targets.
- Develop business opportunities that generate sustainable revenue and profitability for the company.
- Identify opportunities for cross-selling and up-selling across air freight, sea freight, customs clearance, transportation, warehousing, and other logistics services.
- Increase business volumes from existing customers through systematic account development.
- Monitor sales performance against targets and take corrective action wherever required.
- Develop a balanced portfolio of customers to ensure consistent and sustainable revenue growth.

3. Market Development & Expansion
- Identify new markets, industries, customer segments, trade lanes, and business opportunities with growth potential.
- Conduct regular market visits and gather intelligence on customer requirements, competitor activities, pricing trends, and market developments.
- Develop strategies to penetrate recent customer segments and geographical markets.
- Identify emerging logistics requirements and recommend suitable service offerings to management.
- Develop strong industry contacts and expand the company's business network.

4. Customer Relationship Management
- Establish and maintain strong, professional, and long-term relationships with customers and key decision-makers.
- Understand customer requirements and provide appropriate logistics solutions in coordination with the operations team.
- Conduct regular customer visits, business reviews,



and relationship-building meetings.
- Ensure timely follow-up on quotations, proposals, service requirements, and commercial matters.
- Act as a key point of contact for customers during the business development and account development stages.
- Identify opportunities to improve customer retention, satisfaction, and share of business.

5. Sales Pipeline & Opportunity Management
- Maintain an updated and accurate sales pipeline covering prospects, opportunities, quotations, negotiations, and expected closures.
- Prioritise high-value and high-potential opportunities and ensure timely follow-up.
- Monitor the status of quotations and RFQs and work towards improving conversion ratios.
- Maintain accurate customer and prospect information in the company's CRM/sales reporting system.
- Prepare regular sales forecasts and provide realistic projections to management.

6. Commercial Negotiation & Solution Development
- Understand customer logistics requirements and work with internal teams to develop commercially viable and operationally feasible solutions.
- Prepare and submit competitive quotations, proposals, RFQs, and commercial offers.
- Negotiate pricing, service terms, credit requirements, SLAs, and other commercial conditions within the company's approved guidelines.
- Ensure that new business acquired is commercially viable and aligned with the company's profitability objectives.
- Coordinate with pricing, operations, finance, customs, transportation, and overseas partners wherever required.

7. Cross-Functional Coordination
- Work closely with operations, customer service, pricing, customs clearance, transportation, warehousing, finance, and overseas agency partners to ensure smooth implementation of newly acquired business.
- Ensure that customer commitments made during the sales process are clearly communicated to the relevant operational teams.
- Support the operations team during customer onboarding and implementation of new accounts.
- Assist in resolving customer issues and escalations wherever required.




- Ensure close coordination between sales and operations to maintain service quality and customer satisfaction.

8. Key Account Development
- Identify high-potential customers and develop them into strategic/key accounts.
- Prepare account development plans for major customers to increase business volumes and service penetration.
- Identify additional logistics requirements within existing accounts.
- Develop relationships with multiple decision-makers and stakeholders within key customer organisations.
- Monitor customer business trends and proactively identify opportunities for expanding the company's share of the customer's logistics spend.

9. Market Intelligence & Competitive Analysis
- Monitor competitor activities, market pricing, service offerings, trade lanes, and customer movements.
- Gather information regarding industry developments and changing customer requirements.
- Provide regular market intelligence and business development insights to management.
- Identify potential threats to existing business and recommend appropriate retention strategies.
- Recommend new services, trade lanes, customer segments, or market opportunities based on market intelligence.

10. Sales Reporting & Management Information
- Prepare and submit regular sales reports, pipeline reports, customer acquisition reports, revenue forecasts, and business development updates.
- Track performance against monthly, quarterly, and annual targets.
- Maintain accurate records of customer meetings, opportunities, quotations, conversions, and lost business.
- Participate in periodic sales review meetings with management.
- Provide management with clear information regarding business opportunities, challenges, market conditions, and expected revenue.

Key Performance Indicators (KPIs) Performance will be evaluated based on measurable business development outcomes, including:
- Achievement of monthly, quarterly, and annual revenue targets.
- Achievement of gross profit/margin targets.
- Number and value of new customers acquired.
- New business revenue generated.
- Conversion ratio of qualified leads and quotations.
- Growth in business volumes from existing/key accounts.
- Number and value of active sales opportunities in the pipeline.
- Customer retention and account development.
- Cross-selling and up-selling of additional logistics services.
- Timeliness and accuracy of sales forecasts and reporting.
- Development of new markets, industries, customers, and trade opportunities.

responsibilities

Preferred candidate profile

As Above

📌 Business Development Manager (Mumbai)
🏢 Ryan Logitech
📍 Mumbai