Head of Trade Lane Development

The Head of Trade Lanes Development will be accountable for achieving the following results:  New business acquisition against target traders within China and Malaysia for both SMEs and Business Development channels  Providing and developing business relationship among new and existing clients  Ensuring customer satisfaction Identification of Market To identify all accounts to be focused on within predetermined portfolio/territory/geographical areas within North Asia that will contribute to the achievement of the revenue and profit budget  Gathers all information relating to North Asia customers within the geographic boundaries of the portfolio  Determines the existing and potential customers to be focused upon by each development channel  Proposes the number of portfolios required to support the determined existing and potential customers by channel Identification of Market To identify all accounts to be focused on within predetermined portfolio/territory/geographical areas within North Asia that will contribute to the achievement of the revenue and profit budget  Gathers all information relating to North Asia customers within the geographic boundaries of the portfolio  Determines the existing and potential customers to be focused upon by each development channel  Proposes the number of portfolios required to support the determined existing and potential customers by channel Business Development and Trade Lanes Planning and Development To implement North Asia territory strategic objectives, by sales and trade channel, to achieve the portfolio’s/company’s revenue budget/target  Provides input to the business plan for the cross border department  Monitors revenue budgets and targets for own business development channel within the assigned portfolio  Communicates and gains support from Country and Local management for the achievement of sales objectives by sales channel Relationship Management To ensure we win, keep and develop customers through building lasting relationships  Forms professional and appropriate relationships with key customers for the depot market through face to face contact  Ensures correct levels of Senior Management are in contact with the most relevant management level within the key customers organisation  Monitors the development of customer relationships across own business development and trade channels  Ensures all customers are kept up to date with relevant company information  Establishes appropriate relationships and communicates with other relevant functional areas Marketing / Product support To support product development to ensure company’s value proposition is meeting the requirements of all business development and trade channels  Provides input on potential product opportunities through identifying new developments within the customers or competitors within the local market  Supports the introduction of new products Process Management & Implementation To deploy and monitor sales channel processes, policies and procedures in order to ensure the consistency, efficiency and quality of internal and external customer expectations  Ensures correct implementation of new and existing divisional business development and trade channel structures, policies and processes  Ensures continuous improvement in customer experiences through supporting the deployment of best practice processes  Works with cross-functional colleagues to ensure all customers and related functional processes are consistently applied to improve the customer experience  Actively manages the performance of customers through the effective deployment of sales channel policies, accompanied by local corrective action planning against depot performance results