Openings at Frank Management Consult Ltd

Main Tasks and Accountabilities:

• Strategic ‘driver’ of the trade lane business development; increase and generate trade lane specific business.
• Responsible for establishing bilateral partner agreements in alignment with Trade Lane Management and Product Management in both countries, set up tariffs and create transparency of economic figures e.g., sales, gross profit, result figures to facilitate business flow.
• Responsible for supporting country sales with route development related materials including but not limited to know-how pool (partner presentation, local rates, customs requirements etc.) and market knowledge (competitors, capacities, prices and (potential) clients).
• Responsible for account development on selected focus trade lane(s) by aligning on customer target lists and action plans, designing customer solutions relevant to the trade.
• Arrange joint calls and customer visits with Sales, operation, management personnel, as well as the overseas counterparts.
• Support global/regional tender projects and pricing request for major customers.
• Conduct RD sales campaigns (flyers, initiatives, rates) in alignment with TL partners and Marketing team; contribute to budget/target setting and drive trade lane campaigns.

Minimum Requirements:

• Bachelor / Master’s degree or equivalent.
• 5+ years business experience, mainly in the international logistics / transportation field, with strong key account management and business development exposure.
• Very good command of English language (verbal/written); Chinese Language is of advantage
• Proven record of successful business development with multinational companies.
• Detailed knowledge of logistic services, supply chain management and solution design for freight and logistics services in relevant industry segments.
• High degree of work flexibility and willingness to travel

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Duties & Responsibilities:

• Target and focus on major Infrastructure projects and key customers in the entire country, region, and globe, that have potential for quality profitable revenue and will create or strengthen relationships that are in line with our business.
• Develop and execute specific strategies for major Infrastructure projects and key customers that highlight the added value/customer benefits that the ompany has to offer and putsCthe company in the best position to secure the projects.
• Maximize utilization of existing of available standard inventory while profitably increasing revenue.
• Manage a sales tracking funnel of potential quotes and awarded projects.
• Develop and maintain a project radar database that contains all the names, addresses & actual phone numbers of actual and prospective accounts as well as all of the names of the officers, key office and field personnel that represent these customers/projects.
• Work closely with Account Managers in each Area/Branch in a team scenario from pre-bid through project award.
• Actively be involved, as assigned, in major contractor/industry organizations as company representative.
• Proactively communicate and collaborate with all the internal and external stakeholders.
• Responsible for driving the commercial strategy. This includes advising clients on structuring hotel , fairs and infrastructure and renewables contracts by negotiating agreements as they seek various onsite and offsite generation.
• Implementation and development of international project plan and sales strategy for projects
• Advise corporate buyers in building their procurement strategy and evaluation criteria
• Advise on structuring and negotiating agreements for various categories of usage such as utility-scale, commercial-scale, and on-site projects for clients.
• Undertake risk assessments related to the projects, including real estate risks, political risks, permitting and environmental risks, and financial risks and corresponding mitigation strategies
• Provide level key account management through a strong technical insight to Agreements/On-Site renewable structures, markets and mechanism combined with a strong commercial and sustainability understanding of the pros and cons of the Agreements in a corporate context.

Minimum Requirements

• Degree in Business related field, Project Management or other related field (with a focus on projects and infrastructure background)
• 5+ years experience in sales/account management with major project and account sales experience in infrastructure and renewables projects in a multinational freight forwarding organization
• Project Management Institute (PMI) Certification is a distinct advantage