Vp - Business Development Sales, Apac

**Role Summary**

We are seeking a highly motivated individual for the role of VP, Business Development Sales (Asia Pacific) to serve as a senior business development professional managing all aspects of the PSA BDP customer logistics, transportation and supply chain solution relationships. The VP, Business Development Sales (Asia Pacific) is responsible in identifying and attracting new customers and business opportunities driving maximum revenue, account penetration and customer satisfaction. VP, Business Development Sales (Asia Pacific) will be at the outset have substantial travel.

The VP, Business Development Sales (Asia Pacific) develops, oversees and maintains the “big picture” and leads the Business Development Sales Teams in understanding and executing the account strategy.

Assessment and Metrics, Business leadership, strategic key account planning and high-level relationship management are the key responsibilities of this role. The VP, Business Development Sales (Asia Pacific) will focus on Business Development & Management; Maintaining Customer Relationship; Key Goals & Objectives and Team Leadership and responsibilities detailed as follows:
**Assessment & Metrics**:

- Acclimate yourself to and on-board with the company’s culture, business model, strategic plan and go-to-market strategies.
- Establish key performance indicators and metrics with existing Team Members.
- Engage existing Team members and ensure congruence of message and transparency around expectations for performance going forward.
- Assess the Team’s current capabilities and monitor and evaluate each member’s performance against the agreed-upon metrics, KPIs and go-to-market objectives.

**Business Development & Management**:

- Develop and execute the PSA BDP Business Development Plan and account strategy at a Global/Regional level in line with customers time to market requirements.
- Help and guide the Team to identify new business opportunities and to execute strategy.
- Drive completion of running opportunities/projects and new developments through existing account managers and sales representatives
- Review and coordinate Business Development Sales activities and account receivables with account managers.
- Track sales pipeline and activities and performance using CRM software.
- Drive new business development through innovative strategic and tactical marketing plans **.**:

- Maintain a thorough working knowledge of all services offered by company and awareness of competition, i.e., market share, pricing, services offered, etc.
- Inculcate and maintain the “big picture”.
- Decision-making with regards to strategic positioning, solution and service selection as well as promotion within customer responsibility.
- Relationship building and strengthening with multiple internal disciplines to ensure satisfactory response to AP customer issues (such as logistics solutions, quality complaints response, pricing, customer service requirements, product developments). Example include collaboration with country /operational leadership to ensure constant information flow effectively ensuring BD Sales efforts are aligned with local operational capabilities.
- Research and evaluation of customer market activities, internal and external data (markets, competition, technologies, trends) in order to understand how regulatory, environmental, technical, political and other business changes will impact customer needs.
- Oversee the complete project pipeline to ensure long term development.

**Maintain Customer Relationship**:

- Create and maintain a good trusting relationship with customer’s management and senior leadership.
- Sell the value propositions of PSA BDP’s products and services.
- Understand the customer and the customer expectations/requirements.
- High level decision making and influencing.
- Regular interaction with the customer to follow up on quotes, solutions, service delivery and quality issues.

**Team Leadership**:

- Internal reporting of projects and other business activities.
- Manage, coach, motivate, mentor and lead a team of Business Development professionals.
- Lead, deliver and manage Team training and development initiatives.
- Lead the development and maintenance of strategic account plans.

**Key Goals & Objectives/Measurements**:

- $ Revenue, Market Share growth
- Customer penetration
- Customer satisfaction
- Profitability
- Sales Executive Performance/Team Improvement

**Key Selection Criteria (“Must Haves”)**:

- “A” Player with a demonstrated track record of Account Management, Business Development, Solution and Value-based selling Leadership within a sophisticated, multinational and/or supply chain/logistics/transportation solution services corporation
- Visionary & strategic account leadership discipline with superior value and/or solution-based selling experience; excellent account relationship management capabilities.
- Superior team leadership, coaching Superior team leaders