Summary:

The National Business Development Manager role is responsible for generating, growing and maximising World Courier’s business opportunities and sales within Australia to drive the overall profitability and effectiveness of the organisation. Key objectives include to;

• Develop and execute the organisation’s Business Development Strategic plan in consultation with the Managing Director to ensure the achievement of overall business units strategic objectives.

• Lead and develop the Business Development team to ensure that all employees are recruited, developed, and empowered to assist in achieving the World Courier Australia’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.

Responsibilities:

Strategic Planning and Direction

• Develop and implement the Business Development Strategic Plan to ensure the achievement of the World Courier Australia strategic direction in Australia.

• Liaise with the Managing Director, Senior Management Team and Regional Director to develop and implement the Organisational Strategic Plan and business unit strategies to ensure the achievement of overall World Courier Australia strategic objectives in Australia.

Leadership and People Management

• Lead and coach direct reports and the Business Development teams in Australia to ensure that all employees are recruited, developed, and empowered to assist in achieving the company strategic objectives.

• Lead a Positive Culture within the Business Development unit within Australia which focuses on cooperation, communication, efficiency and transparency.

• Ensure that the Business Development unit members within Australia comply with relevant Work Health & Safety legislation and World Courier Australia 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 Australia in the Business Development departments within Australia, ensuring all staff are inducted to World Courier Australia policies.

• Monitor and review staff Key Performance Indicators to ensure departmental objectives are achieved and are specific, realistic and achievable.

• Conduct performance appraisals for all direct reports, ensuring that World Courier Australia targets, nurtures and develops strong performers and manages poor performers through training, supervising and coaching opportunities.

• Identify training & development plans for all team members through regular assessment of their skills, including regular co-visits/calls with Business Development 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 sales team demonstrate consistent practices nationally and are in line with strategic objectives.

Sales

• Identify potential clients to be targeted for future marketing activities, visiting potential clients to promote the service offerings and highlighting opportunities for partnerships.

• Manage the budget within the Business Development portfolio area to ensure sales objectives are met and costs are controlled.

• Investigate, plan and develop new markets for World Courier services and present to the National Business Development team within Australia every four (4) months.

• Responsible for monitoring and coaching of the Sales Pipeline and the forecasting of the Business Development team.

• Key focus on ensuring new business (new/existing customers) is successfully negotiated in a timely manner.

• Ensure that all World Courier customers are managed effectively by the sales 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.

• 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.

Building and Maintaining Relationships

• Attend relevant conferences, trade shows and events to promote the services of World Courier within Australia 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 Australia.

• 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.

Marketing

• Keep updated with trends, changes and intelligence and provide information to the Managing Director to ensure the ongoing competitiveness of World Courier within Australia.

• Implement the roll out of World Courier advertising marketing programs within designated portfolios and measure effectiveness and outcomes to guide future marketing efforts.

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 monthly basis.

• Provide recommendations to the Managing Director about ways to increase the effectiveness and efficiency of the Business Development program.

• Complete monthly reports for Managing Director/Regional Director in a timely manner.

• Support Ad hoc reports for sales analysis and discussion with management.

Internal Communication and Information Sharing

• Provide information to all World Courier Australia 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.

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.

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Education:

• Territory qualifications in Business, Marketing or related area.

Experience:

• Significant experience in the freight forwarding or science/laboratory industry.

• 5 years Sales and Management experience in managing a team.

• Sound experience managing and forecasting a budget.

• Demonstrated experience managing and exceeding key performance indicators.

• Strong sales and commercial acumen.

• High level of computer literacy; sound working knowledge of Microsoft Office software, Salesforce and other key Customer Relationship Managements.

Minimum Skills, Knowledge and Ability Requirements:

• Sound level of numeracy and demonstrated attention to detail.

• Strong time management and organisational skills.

• Strong coaching and development skills.

• Sound written and verbal communication skills.

• Ability to lead and motivate others.

• Superior relationship building skills with a diverse range of stakeholders.

• Strong interpersonal and communication skills.

• Proactive problem-solving skills.

• Demonstrated ability to work flexibly within tight time schedules and in accordance with variable workload demands.

• Ability to travel on a regular basis.

What Cencora offers

​Benefit offerings outside the US may vary by country and will be aligned to local market practice. The eligibility and effective date may differ for some benefits and for team members covered under collective bargaining agreements.

Full time

Affiliated Companies

Affiliated Companies: World Courier (Aust) Pty. 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.

Cencora is committed to providing reasonable accommodations to individuals with disabilities during the employment process which are consistent with legal requirements. If you wish to request an accommodation while seeking employment, please call 888.692.2272 or email [email protected]. We will make accommodation determinations on a request-by-request basis. Messages and emails regarding anything other than accommodations requests will not be returned