About B&H Worldwide
The Global Institute of Logistics has named B&H Worldwide as the world’s Best in Class Global Aerospace Logistics Company. As the benchmark independent freight forwarder in the global aerospace logistics space, our vision is to be the most respected, valued, passionate and entrusted leader in global aerospace logistics. We aim to provide our employees with a rewarding, safe and empowered environment that fosters high standards. Working at B&H Worldwide you will have the opportunity to grow your career supported by an award-winning team and industry.
Our Mission
To support our customers with consistent, dependable, competitive and innovative logistics solutions which powers their business.
Our Vision
To be the most respected, valued, passionate and entrusted leader in global aerospace logistics.
Where to find more information about us: https://bhworldwide.com/
The Opportunity
To supervise Large Project Quotes and RFQs as well as assist and guide the Quotes team with day-to-day queries relating to customers and / or suppliers. They will develop a sales pipeline with potential customer base appropriate for B&H Worldwide sales proposition in UKI. This role will convert prospects to clients to achieve and exceed personal targets and objectives and maximise revenue and profit potential of all incoming sales opportunities for the new and existing customer base. In addition, this role will review and improve supplier relations to maximise B&H Worldwide capability and commercial return.
Location:Heathrow, UK
Line Manager:Regional Sales Manager UKI
Working Pattern:Monday to Friday, 40 hours per week
Key Role Accountabilities
CS Team Management
- Mentor and motivate a high performing team to increase conversion rates and profitability.
- Create a team culture and conduct regular team and individual meetings to monitor and support each team member with respect and to ensure growth and retention.
- Work alongside and manage the internal resources to ensure all requests are answered within agreed deadlines utilising standard system format.
- Ensure all margins are accurate and within the company guidelines based on the opportunity.
- Ensure appropriate team members are involved for complex and significant opportunities.
New Business Development
- Identify and pursue new and existing aerospace customers to meet sales targets.
- Develop a pipeline of prospective customers which fit with the overall B&H Worldwide sales strategy.
- Conversion of leads to customers to meet and exceed personal targets.
- Develop a strong network of contacts within the aerospace industry, freight industry, trade organisations etc. to keep informed of business trends and competitor activity.
- Analyse existing lost and down trading customers to assess potential. Where potential is identified re-introduce B&H Worldwide through product offerings.
- Follow up on any new business leads, liaising with internal and external sales to maximise return.
New Business Implementation
- Drive successful new business implementation via interaction with the EMEA Operations teams & Customer Solutions (CS) Team, to ensure all processes are understood during the onboarding process.
- Ensure customer understands implementation process and onboarding plan.
- Introduce key members of the Strategic Account’s team.
- Ensure the buying and selling rates are loaded in the system and approved for auto-rating.
- Ensure customer is established on CargoWise (CW) and all forms allocated to their account, i.e., credit app / Agency Agreement.
RFI, RFP & RFQ 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 enquires from new customers to ensure correct resources are allocated to the project.
- All RFQ pricing proposals to be agreed with Regional Sales Manager and then Group Head of Sales where necessary.
- Ensure all data is saved and logged on CW / SharePoint (SP) for future reference.
- Work with the Quotes team to ensure the buying rates are as aggressive as possible.
Bid and Proposal Development
- Enforce fair global pricing from B&H Worldwide Offices.
- Work with regional EMEA Operation teams & CS teams to collect pricing in the region.
- Work with other B&H Worldwide offices to collect pricing for non-Europe pricing.
- 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.
Account Management
- Adopt the global standard account management process for UKI customers.
- Implement formal account management plans for current customers.
- Interact with global account managers for large (global) accounts.
- Ensure account management plan embraces customer’s own strategy and aspirations.
- Analysis of KPI and financial data to ensure contractual performance is met.
- Develop corrective actions plans with operations where KPI performance is below contractual target.
- Manage contractual pricing and commercial matters with the customer, which includes the formal sign-off procedures internal B&H Worldwide.
- Negotiate contractual rates increases and ad hoc pricing requirements.
- Review KPI data with the customer at agreed times, but no less frequently than quarterly.
Quotations
- Work internally to ensure all requests are answered within agreed deadlines utilising standard system format.
- Act as “go-to” person for all advice and guidance in the preparation of quotes.
- Ensure all margins are appropriate for scale and history of customer/opportunity.
- Ensure an appropriate internal team is involved for complex and significant opportunities.
- Work with the Overseas Network team to develop a network of contacts in overseas offices to ensure our response is accurate and timely.
Strategic Development
- Contribute to the development of B&H Worldwide customer solutions offering.
- Develop presentations to convey B&H Worldwide’s credentials and capabilities to customers and internal stakeholders.
- Be highly competent in presenting B&H Worldwide’s vision, credentials, and capabilities to all relevant audiences.
- External meetings / QBRs to present to existing and new customers when required.
The Market & Competition
- Identify and evaluate industry trends, competitor activity, and market forces, reporting and recommending appropriate action for B&H Worldwide.
Your Experience
Solution driven with a 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 focussed with excellent attention to detail, analytical mind with the ability to design and implement customer solutions in aerospace logistics. Will have experience in building multi-level relationships and highly developed communication skills.
- Proven sales experience in a customer-facing, targeted environment, preferably with aerospace logistics industry experience, with evidence of leading high performing teams, developing business and commercial opportunities.
- 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.
- Sound knowledge of CargoWise.
- Work pro-actively using own initiative.
- Be an excellent communicator, both written and verbal, with the ability to confidently and credibly engage, influence and motivate customers, partners and team members.
- Previous experience dealing with varied customer base and building strong relationships.
- Delivery of projects within agreed timescales.
- Strong commercial awareness with experience of finance and budgetary controls.
- Ability to consider several possible options and decide on most appropriate method.
- Be persistent, tenacious, and determined to win new business.
- Strong analytical skills with the ability to review complex data to generate business solutions which satisfy both customer and company objectives.
- Strong management skills to drive a highly motivated team to achieve results above targets.
- Ability to demonstrate exceptional organisational and planning skills.
- Proven record of being responsive and innovative.
- Self-motivated with the ability to work under continuous pressure and meet tight deadlines.
- Dangerous Goods Compliant.
What We Offer
- 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
B&H Worldwide are an equal opportunity employer. We are committed to creating an inclusive and diverse environment for all team members. If you do require any reasonable adjustments or support during the application process; please contact[email protected]
