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