Gestor de desarrollo empresarial/en

XPO Logistics is a leading innovative supply chain company in Europe, offering end-to-end logistics solutions that combine full-truckload, less-than-truckload, pallet distribution, last-mile delivery, global freight forwarding, and warehousing services. The company tailors its solutions to the specific needs of its customers in a wide range of industrial and consumer sectors.

Job Title:

Business Development Manager Central Europe

Reporting to:

Business Unit Director

Purpose of the role:

Responsible for revenue growth through the acquisition of new clients, while ensuring profitability requirements are met.

Main responsibilities:

• Define and implement a new client acquisition plan
• Analyze markets with development potential
• Develop strategies to approach clients in target markets
• Position XPO’s offering to new clients
• Map decision-making structures within potential client organizations
• Represent XPO at the highest and most relevant levels within client organizations
• Identify differentiated XPO offerings that meet client needs
• Respond to RFPs and ensure XPO is included in tender processes
• Engage operational directors and their teams in understanding client solutions
• Ensure collaborative development of XPO’s response to client requests
• Maintain communication on ongoing projects
• Involve the sales team in the development and implementation of solutions

Internal/External Interfaces:

• Sales team
• Branch Directors
• Commercial Directors
• BU Director

Specific job requirements:

Frequent travel to BU sites and client locations

Skills:

Technical Skills:

• Mastery of complex negotiations
• Ability to build relationships and networks
• Knowledge and management of transport operations
• Experience in leading cross-functional teams in a European project mode
• Project Management: Lead a major project or coordinate multiple operational projects simultaneously

Soft Skills:

• Conviction and Influence: Identify and understand the positions of various internal and external strategic stakeholders; identify and engage the right influencers
• Interpersonal Skills: Anticipate expectations and reactions to foster positive and constructive exchanges
• Creativity and Innovation: Design and implement new and effective solutions

Performance criteria

• Revenue generated
• New business pipeline
• Annual sales targets

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