About this role
Business Development
- Proactively identify, prospect and develop new business opportunities aligned with APL Logistics' commercial strategy and target segments.
- Develop and maintain a healthy sales pipeline, ensuring consistent prospecting and progression of opportunities through the sales cycle.
- Manage the full commercial process from lead generation and qualification through proposal development, negotiation, contracting and conversion.
- Build a stable, diversified and growing customer portfolio, focused on sustainable and recurring business.
- Identify opportunities across APL Logistics' portfolio, including International Freight Solutions (IFS), Order
Management Services (OMS), Inland Transportation, Contract Logistics and Value-Added Logistics services.
Customer Relationship Development and Management
- Develop strong relationships with prospects and customers by understanding their supply chain needs, challenges and business priorities.
- Translate customer requirements into competitive and sustainable logistics solutions in collaboration with internal teams.
- Maintain regular customer engagement to identify opportunities for business expansion, cross-selling and upselling.
- Support the successful onboarding and transition of newly acquired customers into operations.
- Maintain accurate customer, opportunity and pipeline information in CRM and use the data to monitor commercial performance.
Cross-Functional and Stakeholder Engagement
- Collaborate with Product, Operations, Finance, Legal, Compliance and Accounts Receivable to develop commercially competitive, operationally viable and financially sustainable customer solutions.
- Coordinate internally during RFQs, bids, pricing and commercial negotiations, ensuring alignment on operational requirements, profitability and customer commitments.
- Work closely with Legal and Compliance throughout contract negotiation and execution, ensuring appropriate contractual terms, risk management and adherence to corporate requirements.
- Partner with Finance and Accounts Receivable on customer credit conditions, payment terms and outstanding receivables, supporting healthy cash flow and appropriate financial discipline across the customer portfolio.
- Collaborate with regional and global APL Logistics teams and KWE when developing international opportunities and share relevant customer and market insights across the organization.
- The role is subject to defined commercial and sales performance targets.
- Development and maintenance of a healthy and qualified sales pipeline.
- New customer acquisition and development of a stable, diversified and growing customer portfolio.
- Revenue and contribution margin generated from new business.
- The role is eligible for a sales commission incentive, linked to business generated and performance against established targets, in accordance with the applicable company compensation plan.