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Business Development Consultant – Cargo Charters
1 month ago
• Maintain a high and consistent volume of cold calls to identify potential clients, generate new business opportunities and achieve sustained results that meet or exceed KPI expectations.
• Maximise opportunities with dormant or previously targeted companies by utilising strategic communication and relationship-building skills to re-engage them and convert dormant leads into active clients.
• Log business activity of calls and meetings on the Company CRM accurately describing development of the business opportunity and consistently follow up to ensure maximising potential deals and bookings.
• Continually explore new business opportunities and untapped markets through research, cold calling and industry networking to grow the client portfolio.
• Stay informed on industry trends and market updates, continuously improving knowledge and skills to enhance service delivery and maintain a competitive edge.
• Build and maintain strong relationships with clients, ensuring their needs are met and they receive excellent service.
• Follow up promptly and consistently on all calls and leads to build a strong sales pipeline, continuously developing own pipeline and growing client base into active customers.
• Identify new potential clients, and actively sell to establish new client base and grow the existing customer base, seeking new opportunities and understanding market conditions and vertical specific seasonality.
• Take ownership of high-value opportunities and contracts, overseeing their execution from start to finish. Act as the escalation point for complex client issues, offering solutions and ensuring seamless delivery while maintaining a strategic focus on driving business growth.
• Collaborate with clients to understand their logistical challenges and provide innovative, value-added and cost-effective solutions. Adapt strategies to evolving industry conditions and client requirements.
• Work cohesively with cargo consultants in driving new business, promoting teamwork and identifying new strategies for client onboarding.
• Excel at sales tactics, from prospecting and qualifying leads to closing deals. Demonstrate effective negotiation skills to secure favourable terms and pricing, ensuring both profitability and long-term relationships.
• Manage the sales cycle from initial contact to closing, including proposal preparation, negotiation, and securing contracts. Ensure profitable deals are aligned with business goals.
• Proactively identify events, exhibitions and related industry events where the company can benefit from attendance and sharing information and case studies for the attendance of such events.
• Proactively approach vertical clients such as Aerospace, Defence, Oil & Gas, Energy, including government organisations and corporate companies, tailoring solutions to meet their specific charter requirements and building long-term, mutually beneficial relationships.
• Deliver tailored solutions, maintain clear and proactive communication, and address any issues promptly to exceed client expectations and build trust and loyalty.
• Demonstrate professional approaches to include presentations and case studies with customers, proactively selling and understanding customer requirements and alignment with Company product offering and potential cross-selling opportunities.
• Follow up with clients to assess pricing offerings and ensure they are market-related and competitively positioned, staying ahead of the competition and understanding best practices to meet client expectations.
• Think creatively to address challenges and exceed client expectations, ensuring every detail is managed to deliver a seamless and memorable experience.
• Be available to work out of hours to address client needs, resolve issues promptly and ensure every flight runs smoothly alongside the cargo consultant, demonstrating commitment to exceptional service and reliability.
• Prioritise client satisfaction to uphold the company's reputation and branding, recognising that timely support and problem-solving contribute to building trust, securing repeat business and enhancing market credibility.
• Liaise with the Marketing department to engage in social media activity, collaborate with Brand Ambassadors and promote oneself and those of the Company and its Group companies, ensuring consistent brand messaging and visibility.
• Work closely with team members, particularly with Cargo Consultants, by sharing required information to complete a booking and ensure seamless flight management.
• Support colleagues during high-demand periods, or times of colleague absence, creating a positive and collaborative working environment to achieve shared goals.
• Meet and exceed the expected KPI targets and objectives set for cold calling, client acquisition and business development, ensuring consistent performance and alignment with company goals.
• Provide regular reports to line manager on business development activities.
• Be open to performance management and constructive feedback, using it as an opportunity to improve personal performance, enhance skills, and uphold high standards in all aspects of the role.
Skills
• Undertake any additional duties within the scope of the role as requested, including working extra hours when necessary to meet business needs.
• Travel as required in line with business requirements, ensuring full flexibility to support operational demands.
• Adhere to all Company and Group policies and procedures, ensuring compliance with organisational standards and expectations.
