General Manager, Business Development

Our 29-year journey rides on the passion of over 27,000 seafarers and 1,000 onshore professionals. Today, we are one of the largest independent third-party ship management companies managing over 650+ diverse types of vessels.

Headquartered in Hong Kong SAR, China, we operate on a global scale having 27 offices in 12 countries. Our client base spans over 100 world-class ship owners, including Fortune 500 companies from China, Greece, India, Japan, Korea, Netherlands, Norway, Turkey and the USA, among others.

In a shore career at FLEET, you will be working with a team of a highly passionate, self-driven and committed group of people. We aim to be a place where you can achieve your full potential, regardless of your background. We are looking for individuals who are ambitious about making a strong contribution to FLEET’s short and long-term sustainable growth – whether you are dealing directly with clients or working in a role supporting the business, such as technology, legal or communications.

Job Position Summary   
The General Manager - Business Development role located in FLEET World Headquarters in Hong Kong exists in order to capture new business opportunities by identifying potential leads and securing them through a comprehensive sales cycle, in adherence to the company's business and commercial strategy and financial controls.

Key Roles and Responsibilities   

Growth of business in assigned markets, accounts and leads  

• Proactive identification and capture of new business opportunities with focus on year over year revenue growth to generate increased revenue and market share
• Primary revenue growth responsibilities will be around the opportunity capture of new contracts that complement and grow our existing product portfolio in Ship Management business
• Lead capture and proposal team activities with a focus on customer requirements and budget, competitive intelligence, and price-to-win analyses
• Conduct customer engagements and customer call planning with the purpose of establishing critical trust with senior leaders
• Identification of strategic alliances, teammates, and partners for key pursuit opportunities
• Curate a pipeline of new business opportunities, to include qualification, pursuit and re-assessment on an ongoing basis

Contextualize sales cycle policies and processes for assigned markets, accounts and leads

• Accountable for localizing sales cycle policies and processes for assigned markets, accounts and leads
• Derive insights from the analysis of the local business environment to assist Director – Business Development in tailoring sales cycle policies and processes to their respective business environment while adhering to overall commercial strategy and financial controls
• Assess implemented policies and processes within the sales cycle and collaborate with Director – Business Development to align them to the local business environment if needed.

Align business development efforts

• Accountable for the alignment of business development efforts for assigned markets, accounts and leads to the commercial and business strategy of FML
• Establish, cultivate and maintain relationships with potential clients, influencers and key opinion leaders to gain a detailed understanding of their future requirements and needs.
• Interpret Company level changes in commercial strategy in responsible area context, and work to design and implement changes
• Participate in relevant industry forums and seminars to stay abreast of customer strategies, goals and objectives

Provide input to development of sales strategy

• Responsible for assisting the Director - Business Development in understanding business development efforts in areas of responsibility
• Developing growth strategies and plans for areas of responsibility
• Identifying and mapping business strengths and client needs
• Develop long term strategies that differentiate us from our competitors and respond to competitive offerings valued by our clients.
• Aggregate and derive insight from business development efforts (e.g. conversation rates, sales) in assigned areas to inform strategic decisions made by Director – Business Development

Drive continuous improvement within the department

• Responsible for implementing and driving continuous improvement initiatives in responsible areas
• Collaborate within the department to identify improvements that can be made to policies, processes or technological infrastructure.
• Assist in the operationalization and implementation of improvement initiatives within the department 
• Monitor and report improvement in outcomes within the department to Business Head

Oversee day-to-day operations

• Accountable for building professional relationships between FLEET and assigned existing / potential customers.
• Oversee the preparation of budgets and tenders for technical and new building supervision projects for existing and new clients alongside the sales support team
• Review and process new and existing client requests for Agreements, Managers Undertakings and Registry of Ships in co-ordination with legal and insurance department
• Networking and communication across internal and external stakeholders to ensure the creation and nurturing of leads into customers.
• Engage in high level negotiation, proposals or conflict resolution with customers if needed
• Conduct all business in strict compliance with corporate policies and applicable international regulations

Manage and review costs 

• Responsible for adherence of all department operations to budget

Relationship:

• Primarily maintains relationships with Director - Business Development as well as key external stakeholders such as customers
• Collaborates with Director - Business Development to ensure customer needs are met and with key external stakeholders to ensure the development and maintenance of a long-term relationship
• Resolves conflicts between FML and key external stakeholders to ensure business interests and professional relationships are protected

Job Experience, Functional Knowledge and Qualifications

• SNP Broker or Sales Manager / General Manager / Head with 7+ years of experience with noteworthy professional achievements / Demonstrated track record of bringing in high value contracts across varied product lines i.e., Tankers and/or Bulk
• Master’s degree in business administration or related fields with high academic achievement
• Experience in managing processes within the sales cycle.
• Knowledge of conducting and directing competitive product analysis using market research techniques and a solid technical understanding of client needs and requirements.
• Strong leadership skills, excellent communication (presentation, written, and verbal), analytical, and relationship building skills
• Fluent in Mandarin – written and spoken

Fleet Management Limited is committed to diversity, equity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by local laws.