Sales - LOG - National Business Development Executive

• Sales - LOG - National Business Development Executive
• Department: Sales
• Reports directly to: State Sales Manager
• Reports indirectly to: Head of Sales
• Number of reporting relationships: 2

Travel requirements: Travel within the metropolitan area and interstate.

Employing entity: Capital Transport and Logistics Group Pty Ltd

Authority to act: This position must act within written group policies, procedures and operations manuals.

All decisions outside these parameters must be approved by direct manager.

• Critical Relationships (Internal)
• Head of Sales – LOG and Transport
• Chief Executive Officer
• Operations Manager
• Chief Operating Officer – Logistics
• Account Management and Sales Department (LOG)
• Operations and Customer Service Department
• Supply Chain Management
• Finance and Administration Department
• HR, Legal and HSEQ departments
• Transport Sales Teams – Including National
• Critical Relationships (External)
• Existing clients
• Potential clients
• Position Summary

As a National Business Development Executive, you will be responsible for achieving year‑to‑date budgets through execution of a successful pipeline of new business client awards.

The pipeline is built by adhering to minimum standards of client interactions concerning calls, meetings and opportunity sizes.

You are expected to source new business leads through a variety of methods and manage relationships with new clients to ensure retention of their business.

Key Responsibilities and Tasks

• Robust Pipeline and Activity KPIs
• Maintain a pipeline of Qualified Opportunities, ensuring all information is detailed and relevant in the CRM system.
• Construct a varied pipeline with no less than 20 ongoing opportunities.
• Ensure all appointments, follow‑up calls, emails and tasks are tracked in the CRM.
• Achieve activity KPIs: complete required road days (Tuesday and Thursday, Monday, Wednesday and Friday in the office); complete call block times 9 am–2 pm; complete all required admin work after 2 pm; achieve minimum of 6 appointments per road day and required appointments per day: 3 new‑business first contacts, 3 follow‑up meetings and 75 phone calls per week (50 prospecting/first contact).
• Client Engagement
• Source new business leads through various methods and manage relationships to retain client business.
• Attend new‑business appointments and follow‑up actions to secure prospective clients.
• Close new business deals with decision‑makers through the defined Capital Logistics Sales Cycle.
• Establish, develop and manage effective customer relationships.
• Maintain and grow relationships with secured clients to increase share of wallet and ensure deep integration.
• Expand customer relationships across multiple levels and account manage clients within the budget year.
• Meetings and Reporting
• Attend cyclical team meetings, including Sales Meeting Monday, Wednesday/Training and Friday PM (NSM discretion).
• Participate in monthly one‑on‑ones (45 min) with manager.
• Review service feedback reports daily and contact customers who experienced service issues.
• Sales and Compliance
• Achieve budget, margin, new traders and new business activity targets.
• Sell the Capital Logistics value proposition into allocated markets and verticals.
• Ensure compliance with Capital Transport Group’s Company Policies at all times.
• Escalate client‑proposed modifications to credit application terms and conditions to National Legal Counsel prior to providing services.
• Professional Conduct
• Demonstrate professional and courteous written and verbal communication with clients, colleagues and suppliers.
• Advocate cooperation with both intra‑ and inter‑departments.
• Ensure client expectations are met in terms of time and quality of service delivery.
• Maintain impeccable personal presentation standards to represent a market‑leading, dynamic organisation and enhance personal brand.
• Additional Responsibilities
• Respond to tender requests where opportunity exists and approval is obtained from Head of Sales.
• Conduct client site inspections to ensure high service standards and safety compliance.
• Notify manager if additional training is required.
• Use work time and resources for job activities, limiting personal phone calls, internet browsing and mobile phone usage.
• Budget
• Achieve the budget allocated for the position, as discussed with the manager.
• Commission Structure
• Commission will be paid according to the Commission Structure supplied separately from this position description.
• Work Health and Safety (WH&S) Responsibilities
• 3.1 Employees must
• Cooperate with the Capital Group to comply with WH&S and National Heavy Vehicle legislation.
• Undertake all relevant training to carry out responsibilities in line with policies and legislation.
• Manage Chain of Responsibility risks and avoid actions that do not meet safety standards such as load restraint, mass and dimension compliance, fatigue, speed and vehicle standards.
• Report any potential or actual breaches of CG policies or legislation immediately to manager.
• Take reasonable care for own health and safety and that of others in the workplace.
• Not willfully or recklessly interfere with or misuse any environment, health and safety or welfare provisions.
• 3.2 Supervisors are responsible for
• Providing adequate supervision, technical guidance, training and support to ensure employees meet responsibilities in line with policies and legislation.
• Maintaining regular communication with employees to identify issues that could result in a breach and escalating appropriately.
• Assisting with initiatives and corrective actions to comply with WH&S and National Heavy Vehicle legislation.
• 3.3 Managers and Section Heads are responsible for
• Ensuring information, training, instruction and supervision are provided at the point of induction and cyclically thereafter, enabling effective performance of roles.
• Maintaining regular communication to identify potential breaches and taking corrective actions promptly.
• Monitoring internal and external processes to identify risks and developing control measures.
• Identifying and investigating breaches, notifying stakeholders and implementing corrective actions without delay, and maintaining appropriate records.
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