Business Development Manager

Date:  11-Jan-2023
Location:  Singapore
Company:  Fleet Ship Management Pte Ltd

FLEET Management Limited

Our 27-year journey rides on the passion of over 24,000 seafarers and 1,000 onshore professionals. Today, we are one of the largest independent third-party ship management companies managing over 600 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 Manager Business Development role 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 responsible territory
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 the country
Accountable for localizing sales cycle policies and processes for the country 
Derive insights from the analysis of the local business environment to assist Business Development Lead 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 Business Development Lead to align them to the local business environment if needed. 

 

Align business development efforts
Accountable for the alignment of business development efforts in the country 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 a Country 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 Business Development Lead in understanding country level business development efforts 
Developing growth strategies and plans for the country 
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 the country to inform strategic decisions made by Business Development Lead 

 

Drive continuous improvement within the department
Responsible for implementing and driving continuous improvement initiatives in country 
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 FML and potential customers 
Oversee networking and communication efforts of account managers 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 
Accountable for the review, aggregation, projection and presentation of the annual budget for the department 
Assist in the identification, escalation and resolution of areas of anomaly in budget reports for the department 

 

Relationship (mostly Internal and or External) and Nature of Communication  
Primarily maintains relationships with Business Development Lead, Chief Commercial Officer as well as key external stakeholders such as customers 
Collaborates with Business Development Lead, Chief Commercial Officer 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  
Master’s degree in Business Administration or related fields with 10+ years of industry sales/business development experience 
Proven success in a Senior Business Development or Sales position with a demonstrated track record of bringing in high value contracts across varied product lines i.e., Tankers, Dry and New Build projects. 
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), and relationship building skills 

 

Competencies  
Identifying Customer Needs & Analysis 
Developing solutions through expertise and creativity 
Developing leads through networking 

Closing deals 
Staying Positive in a high-pressure environment 
Working collaboratively 
Being disciplined  
Results focused 

 

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.