Business Development Manager

Responsibilities

• Identify and convert profitable sales opportunities within the region and effectively manage their individual performance.
• Develop and cultivate a strong prospect list to ensure continuity in new business being discovered and onboarded.
• Arrange customer visits and be present at trade shows to represent the company positively.
• Accurately forecast sales revenue, manage the overall sales pipeline through regular sales reviews and meetings.
• Analyse existing lost and down trading customers to assess potential. Where potential is identified re‑introduce B&H Worldwide through product offerings.

New Business Implementation:

• Ensure all information discussed with the client is recorded and passed over internally to ensure successful onboarding.
• Introduce relevant team members within the company to ensure the customer is onboarded and embedded successfully, always being conscious of the customer’s experience with B&H Worldwide.
• Ensure all customer contract requirements are signed and saved on SharePoint (SP).
• Ensure the rates are approved & loaded in CargoWise (CW) / SP for accurate quoting purposes.
• Ensure customer is established on CW and all documents are allocated to their account, i.e. credit app / Rate card.

RFP & RFQ Development & Management:

• Assess any requests to ensure the opportunity represents a realistic chance to win new/additional business within existing or new aerospace customers.
• Involve the Group Head of Sales in any enquiries from new customers to ensure correct resources are allocated to the project.
• All pricing proposals approved in accordance with B&H WW policies.
• Enforce fair global pricing from B&H Worldwide offices.
• Work with CS teams to collect pricing in the region and guide on margin expectations.
• Develop supporting documentation for the tender response, which may include technical operations information, transition plans, pricing models, etc.
• Ensure all data is saved and logged on CW / SP for future reference.

Existing Account Development:

• Work with regions to maximize the existing customer base, leveraging all opportunities to increase volume through these relationships.
• Ensure account management plan embraces the customer’s own strategy and aspirations.
• Analyse KPI and financial data to ensure contractual performance is met during agreed timeframes with the customer on a regular basis.
• Develop corrective action plans with operations where KPI performance is below contractual target.
• Deliver contractual pricing and commercial matters with customer, which includes formal sign‑off procedures internally at B&H Worldwide.
• Negotiate contractual rate increases and ad hoc pricing requirements.

Strategic Development:

• Identify new sales channels and customers within the aerospace vertical and actively contribute to the development of B&H Worldwide customer solution offering.
• Investigate and propose new opportunities for consideration within the aerospace vertical.
• Develop presentations to convey B&H Worldwide credentials and capabilities to customers and internal stakeholders.
• External meetings / QBRs to present to existing and new customers when required.
• Be highly competent in presenting B&H Worldwide’s vision, credentials, and capabilities to all relevant audiences.

The Market & Competition:

• Collaborate with the Network team to develop a strong network of contacts in overseas offices to ensure we are maintaining our position as the market leader.
• Identify and evaluate industry trends, competitor activity and market forces, reporting and recommending appropriate action for B&H Worldwide.
• Solution sales driven with hunger to engage new customers, deliver and exceed personal targets and objectives plus engage face‑to‑face with potential customers to articulate B&H Worldwide’s capabilities.
• Customer‑focused with excellent attention to detail, commercially minded with ability to design and implement customer solutions in aerospace logistics.

Qualifications

• Should have experience in building multi‑level relationships and highly developed communication skills.
• Extensive and proven sales experience in a customer‑facing, targeted environment, gained within the aerospace logistics industry, developing and converting business and commercial opportunities.
• Proven ability to develop and maintain excellent client and prospect relationships in the market area to ensure high levels of client satisfaction and conversion.
• Be an excellent communicator, both written and verbal, with the ability to confidently and credibly engage, influence and motivate customers, partners and team members.
• Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively and demonstrate high integrity.
• Strong commercial awareness and must understand the impact of actions.
• Strong analytical skills with the ability to review complex data to generate business solutions which satisfy both customer and company objectives.
• Excellent IT skills, including Microsoft Office suite, with the ability to produce presentations, analyse and report on data and make and execute recommendations.
• Sound knowledge of CRM solutions and Cargowise system; work pro‑actively using own initiative.
• Previous experience dealing with varied customer base and building strong relationships.
• Self‑motivated with the ability to work in a fast‑paced environment under continuous pressure and meet tight deadlines.
• Be persistent, tenacious, and determined to win new business.
• Regular regional travel will be required as part of this role.

Benefits

• Competitive salary.
• Holiday 25 days per year, plus UK public holidays and an additional day for your birthday.
• Contributory pension scheme, private health insurance and life assurance.
• Employee Assistance Programme.
• Free on‑site parking.
• Opportunity to grow expertise through ongoing coaching, training and development.