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 EuropeReporting to: Business Unit DirectorPurpose 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 planAnalyze markets with development potentialDevelop strategies to approach clients in target marketsPosition XPO’s offering to new clientsMap decision-making structures within potential client organizationsRepresent XPO at the highest and most relevant levels within client organizationsIdentify differentiated XPO offerings that meet client needsRespond to RFPs and ensure XPO is included in tender processesEngage operational directors and their teams in understanding client solutionsEnsure collaborative development of XPO’s response to client requestsMaintain communication on ongoing projectsInvolve the sales team in the development and implementation of solutionsInternal/External Interfaces:
Sales teamBranch DirectorsCommercial DirectorsBU DirectorSpecific job requirements: Frequent travel to BU sites and client locationsSkills: Technical Skills: Mastery of complex negotiationsAbility to build relationships and networksKnowledge and management of transport operationsExperience in leading cross-functional teams in a European project modeProject Management: Lead a major project or coordinate multiple operational projects simultaneouslySoft Skills: Conviction and Influence: Identify and understand the positions of various internal and external strategic stakeholders; identify and engage the right influencersInterpersonal Skills: Anticipate expectations and reactions to foster positive and constructive exchangesCreativity and Innovation: Design and implement new and effective solutionsPerformance criteriaRevenue generatedNew business pipelineAnnual sales targets
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