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Sub-Regional Business Development Director

Innomar Strategies

Innomar Strategies

Sales & Business Development
San Jose, CA, USA · San Antonio, TX, USA · Houston, TX, USA · Phoenix, AZ, USA
Posted on Tuesday, January 30, 2024

Our team members are at the heart of everything we do. At Cencora, we are united in our responsibility to create healthier futures, and every person here is essential to us being able to deliver on that purpose. If you want to make a difference at the center of health, come join our innovative company and help us improve the lives of people and animals everywhere. Apply today!

What you will be doing

POSITION SUMMARY:

The Sub-Regional Business Development Director role is responsible for generating, growing and maximising World Courier’s transport and storage opportunities and sales within the APAC sub-region Southeast Asia & India to drive the overall profitability and effectiveness of the organisation.
Key objectives include to:

Individually develop the organisation’s the annual Business Development Strategy in consultation and alignment with Regional Sales & Marketing Director -Asia Pacific, Director Southeast Asia & India to ensure the achievement of overall business units strategic objectives and its implementation. Lead and manage the Business Development team to ensure that all employees are recruited, developed, and empowered to assist in achieving the World Courier’s strategic objectives. Maintain strong client relationships and identify opportunities for partnership growth to increase the profitability and return on investment in each relationship. Represent World Courier in client facing activities in a professional manner that builds upon the already robust reputation of the organisation.

REPORTING

Matrix organisation

Regional Sales & Marketing Director -Asia Pacific – direct reporting
Director, Southeast Asia & India – dotted reporting

PRIMARY DUTIES AND RESPONSIBILITIES:

1. Strategic Planning and Direction

  • Develop and implement the Business Development Strategic Plan to ensure the achievement of the World Courier’s strategic direction in Southeast Asia & India
  • Liaise with the Regional Sales & Marketing Director -Asia Pacific, Director Southeast Asia & India and Regional Director to develop and implement the Organisational Strategic Plan and business unit strategies to ensure the achievement of overall World Courier strategic objectives in Southeast Asia & India for transport, clinical and commercial storage.

2. Leadership and People Management

  • Lead and manage direct reports and the Business Development teams in Southeast Asia & India to ensure that all employees are recruited, developed, and empowered to assist in achieving the company strategic objectives.
  • Frequently review the effectiveness of the business development team structure and the individual responsibilities. Ensure that improvement and amendment propositions are early aligned and consulted with Regional and Managing Director and HR
  • Engender a Positive Culture within the Business Development unit within Southeast Asia & India which focuses on cooperation, communication, efficiency and transparency.
  • Ensure that the Business Development unit members within Southeast Asia & India comply with relevant WH&S legislation and World Courier policies; and that any issues identified are resolved appropriately.
  • Thoroughly induct new staff as to their responsibilities and the requirements and expectations of World Courier in the Business Development departments within Southeast Asia & India, ensuring all staff are inducted to World Courier policies.
  • Monitor and review staff Key Performance Indicators ("KPIs") to ensure departmental objectives are achieved and are specific, realistic and achievable.
  • Conduct performance appraisals for all direct reports, ensuring that World Courier targets, nurtures and develops strong performers and manages poor performers through training, supervising and coaching opportunities.
  • Identify training & development plans for staffs through regular assessment of their skills, including regular co-visits/calls with BD staffs to assess their field sales activities, customer interaction and client relations.
  • Monitor financial delegations and financial approvals to ensure that approval limits are exercised appropriately.
  • Comply with Business Development standard operating procedures and policies to ensure that the function is demonstrating consistent practices nationally and is in line with strategic objectives.

3. Sales

  • Identify potential clients and client segments to be targeted for future marketing activities, ensure that potential clients are visited to promote the service offerings and highlighting opportunities for partnerships.
  • Manage the financial plan within the Business Development portfolio area to ensure sales objectives are met and costs are controlled.
  • Investigate, plan and develop new markets or market segments for World Courier services to grow and mitigate risk.
  • Responsibility for monitoring the progress of Sales Pipelines Forecast of the Business Development team and ensuring new business (new/existing customers) is successfully negotiated in a timely manner.
  • Ensure that all World Courier customers are serviced effectively by the Business Development Team and that Up-selling and Cross-selling opportunities are identified and negotiations commenced.
  • Ensure all call and visit targets are met by the Business Development team through cold calls and contact cycle plan to expand our reach to new leads/prospects, new contacts as well as deepened relations with key customers.
  • Manages team’s activities and campaigns via the CRM system and therefore ensure utilisation and proper data entry
  • Effectively counter Competitors’ initiatives, through the development of strategies, service initiatives and contingency plans for the key customers, to ensure maximum business trading with World Courier.

4. Building and Maintaining Relationships

  • Attend relevant conferences, trade shows and events to promote the services of World Courier within Southeast Asia & India and to network with potential future clients.
  • Seek opportunities to present at relevant conferences, trade shows and events to market the services of World Courier within Southeast Asia & India.
  • Ensure the development of an ongoing communications program with each key client and continued client satisfaction and opportunities to grow the relationships are identified.
  • In instances of service failures, represent World Courier to clients to ensure appropriate resolutions are offered and strong partnerships continued.

5. Marketing

  • Keep updated with trends, changes and intelligence and provide information to the Managing Director to ensure the ongoing competitiveness of World Courier within Southeast Asia & India.
  • Implement the roll out of World Courier advertising marketing programs within designated portfolios and measure effectiveness and outcomes to guide future adverting efforts.

6. Reports and Statistics

  • Provide weekly Business Development reports around activities conducted, pipeline opportunities, new business secured and ongoing relationships and report to the Managing Director.
  • Establish a tailored system of measurement for each client to monitor the profitability of each relationship and present findings to the Managing Director on a quarterly basis.
  • Provide recommendations to the Managing Director about ways to increase the effectiveness and efficiently of the Business Development function.
  • Accurate monthly reports for Managing Director / Regional Director in a timely manner.
  • Support Ad hoc reports for sales analysis and discussion with management

7. Internal Communication and Information Sharing

  • Provide information to all World Courier business units to ensure work output is coordinated in an effective manner.
  • Contribute to team and organisational wide discussions by sharing ideas, experiences and recommendations around improving the effectiveness and efficiency of the business.

8. Workplace Health and Safety

  • Actively promote a culture that values a safe and healthy workplace
  • Take reasonable care of, and cooperate with actions taken to protect the health and safety of both themselves and others, report all accidents, incidents and hazards to their supervisor as soon as is practicable.
  • Supervisors and managers of staff must do whatever is reasonably practical to ensure that both the workplace and the work itself are safe, in consultation with staff affected.

What your background should look like

EXPERIENCE AND EDUCATIONAL REQUIREMENTS:

  • Territory qualifications in Business, Marketing or related area
  • Demonstrated experience meeting key performance indicators
  • Strong experience in a sales role
  • Significant experience in the logistics and/or life science/pharmaceutical industry
  • Sound experience managing a budget
  • 5 years or more Sales Team Management experience
  • High level of computer literacy; sound working knowledge of Microsoft Office and CRM software

MINIMUM SKILLS, KNOWLEDGE AND ABILITY REQUIREMENTS:

  • Ability to lead and motivate others
  • Superior relationship building skills with a diverse range of stakeholders
  • Strong interpersonal and communication skills
  • Sound level of numeracy and demonstrated attention to detail
  • Strong time management and organisational skills
  • Sound written and verbal communication skills, also in English language
  • Problems solving skills
  • Demonstrated ability to work flexibly within tight time schedules and in accordance with variable workload demands
  • Willingness and ability to travel internationally
  • A calm and client focused approach
  • Ability to use initiative

#Li-Hybrid

#INDWC

What Cencora offers

We provide compensation, benefits, and resources that enable a highly inclusive culture and support our team members’ ability to live with purpose every day. In addition to traditional offerings like medical, dental, and vision care, we also provide a comprehensive suite of benefits that focus on the physical, emotional, financial, and social aspects of wellness. This encompasses support for working families, which may include backup dependent care, adoption assistance, infertility coverage, family building support, behavioral health solutions, paid parental leave, and paid caregiver leave.

To encourage your personal growth, we also offer a variety of training programs, professional development resources, and opportunities to participate in mentorship programs, employee resource groups, volunteer activities, and much more.

For details, visit https://www.virtualfairhub.com/amerisourcebergen

Schedule

Full time

Affiliated Companies

Affiliated Companies: World Courier Singapore Pte Ltd.

Equal Employment Opportunity

Cencora is committed to providing equal employment opportunity without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, age, disability, veteran status or membership in any other class protected by federal, state or local law.

The company’s continued success depends on the full and effective utilization of qualified individuals. Therefore, harassment is prohibited and all matters related to recruiting, training, compensation, benefits, promotions and transfers comply with equal opportunity principles and are non-discriminatory.