Sales - LOG - National Business Development Executive

LOG - National Business Development Executive

Department

Reports directly to

reports indirectly to

Head of Sales

Number of reporting relationships

2

Travel Requirements

Travel will be required 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 your direct manager.

Number of staff reporting directly to this position

0

Number of staff reporting indirectly to this position

0

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

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 clients’ awards. This pipeline will be constructed by adhering to the minimum standards of client interactions as outlined below, relating to calls, meetings and opportunity sizes.



Business Development Executive are expected to source new business leads through a variety of methods and manage the relationship with new clients to ensure we retain their business.

1. Key Responsibilities and Tasks
1.1 Robust Pipline and Activity KPI’s

- 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 the following KPI’s:

Activity

KPI

Complete required road days

Tuesday and Thursday

(Monday, Wednesday and Friday in the office)

Complete call block times

9am till 2pm

Complete all required admin work

Post 2pm after call block time

Achieve the minimum number of appointments per road day

Minimum is 6 appointments

Achieve required appointments per day

Appointments per day, in terms of:

- Current business first contact

- Sales = 3 first contact

- Follow up meetings

- Sales = 3 follow up

Phone calls per week

Phone calls

- 75 per week (50 must be prospecting/ first contact)

- Adherence to any minimum standards that are displayed on CRM dashboards.

1.2 Client Engagement

- Source new business leads through various methods and manage relationships with new clients to retain their 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 the share of wallet and ensure their business is deeply integrated with ours.
- Work on brick walling the customer by establishing multiple relationships within their business to meet their needs at all levels.
- Effectively account manage clients that are onboarded within your NB sales budget year. This includes account management meetings, WBR, MBR and QBR’s where relevant
- Activity to be reflective of this account management responsibility and expectation is that 25% of all meetings and communication are related to account management responsibilities after 6 months of the budget year.

1.3 Meetings and Reporting

- Attend cyclical team meetings, including Sales Meeting Monday, where are we Wednesday/Training, and Friday PM (NSM discretion).
- Participate in monthly One on Ones (45 mins) with your manager.
- Review service feedback reports daily and contact customers who experienced service issues.

1.4 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

📌 Sales - LOG - National Business Development Executive (Melbourne)
🏢 Capital Group
📍 Melbourne