Regional Senior Associate, Cross Border

Ninja Van is a tech-enabled logistics company on a mission to provide hassle-free delivery services for businesses of all sizes across Southeast Asia. Launched in 2014, we started operations in Singapore and have become the region's largest and fastest growing last-mile logistics company, partnering with over 35,000 merchants and delivering more than 1,000 parcels every minute across six countries.

At our core, we are a technology company that is disrupting a massive industry with cutting-edge software and operational concepts. Powered by algorithm-based optimisation, dynamic routing, end-to-end tracking and a data-driven approach, we provide best-of-class delivery services that delight both the shippers and end customers. But we are just getting started We have much room for improvement and many ideas that will further shape the industry.

XB Commercial, Business Development is the front office vertical which generates revenue through acquisition and retention of Worldwide (non-China) e-commerce logistics clients;

**Acquisition**
- Acquiring and retaining Regional B2C cross border clients who engage with the organization across multiple countries
- Work closely with Regional BD team to quote for XB opportunities & represent Ninja as a cross border service provider to all clients segment if applicable

**Retention**
- Retaining Key accounts by active engagement/relationship management & operations escalation
- Drive growth for Key accounts by cross-selling other XB services, upselling upstream supply chain XB services

As part of XB BD team, the incumbent will be responsible for generating revenue through acquisition of XB clients from SEA & Rest of world (excluding China). This role is a Hunter role where incumbent is expected to reach out to ecommerce & logistics providers to explore cross border logistics opportunities.
- The incumbent is expected to be sales-driven and have tenacity to understand logistics solution; which will in turn increase sales conversion & revenue. He/She is expected to have a client-facing demeanor, can-do attitude and takes initiative and demonstrates flexibility to generate & close leads.

**Responsibilities**:

- Accountable for assigned annual revenue/ shipper acquisition targets and acquisition targets for outbound acquisitions
- Ensure Ninja is growing market share on Worldwide (ex. China) - SEA cross border ecommerce logistics
- Understand and scope target customer segments/ addressable markets to facilitate outbound acquisition
- Make outbound prospecting communications to build and manage lead development pipeline via networking, research and marketing initiatives
- Receive and respond to inbound inquiries from potential customers
- Qualify sales leads based on specific lead qualification criteria
- Responsible for all acquired/assigned XB BD shippers' retention, working with Shipper support to ensure shipper's satisfaction
- Align & collaborate with Cross Border OPEX & Country Ops team to feedback XB shippers’ concerns and drives initiatives which require front office’s participation for implementation
- Ensure SOP adherence of all XB shippers (non-China)
- Ensure maximum value extraction from existing clients to expand scope of opportunities to new lanes and services
- Maintain well organized, up-to-date and accurate sales information and activity reports in Salesforce CRM system
- Provide inputs to marketing / commercial teams on shipper profiles / client segments the team wants to acquire
- Give feedback to commercial / solutions team to impact pricing decisions/ internal sales process

**Requirements**:

- Previous experience in last-mile logistics or 3PL management or similar capacity advantageous
- Knowledge of sales processes and activities
- Have experience hunting, acquiring and selling through a consultative approach
- Strong presentation skills
- Able to influence and negotiate with others using active listening and persuasion skills
- Ability to analyze data to identify operational issues and solutions
- Possess a positive attitude when dealing with complicated, trouble shipper issues
- Fluent in English and Mandarin, in listening, speaking & writing to liaise with Mandarin-speaking stakeholders and customers