Business Development Manager Europe

Key Responsibilities:

1. Strategic Business Development & Market Analysis:

• Regional Market Analysis: Conduct in-depth market research and analysis of the European air cargo landscape, identifying trends, opportunities, and competitive threats.
• Strategic Planning: Develop and implement strategic business plans to achieve revenue targets and expand market presence in key European markets.
• Target Market Identification: Identify and prioritize target customer segments, including freight forwarders, shippers, and industry verticals.
• Competitive Analysis: Monitor competitor activities and develop strategies to maintain a competitive edge.
• New Market Entry: Evaluate and recommend new market entry strategies for expansion within Europe.

2. Sales & Customer Relationship Management:

• Sales Pipeline Development: Build and maintain a robust sales pipeline, actively pursuing new business opportunities.
• Key Account Management: Develop and manage relationships with key accounts, ensuring customer satisfaction and retention.
• Sales Presentations & Proposals: Prepare and deliver compelling sales presentations and proposals to potential and existing clients.
• Negotiation & Contract Management: Negotiate pricing and contracts with clients, ensuring profitability and compliance.
• Customer Relationship Building: Cultivate strong relationships with industry stakeholders, including airlines, ground handlers, and regulatory bodies.
• Sales Target Achievement: Meet or exceed agreed-upon sales targets and revenue goals.

3. Product Development & Consolidation Services:

• Consolidation Services Optimization: Develop and optimize air cargo consolidation services to improve efficiency and reduce costs.
• Product Development: Identify and develop new air cargo products and services to meet evolving customer needs.
• Product Positioning: Define and communicate the value proposition of the company's air cargo products and services.
• Vendor Management: Negotiate and manage relationships with airlines and other service providers.
• Operational Collaboration: Work closely with operations teams to ensure smooth and efficient execution of air cargo shipments.

4. Marketing & Brand Awareness:

• Marketing Strategy Development: Develop and implement marketing strategies to promote the company's air cargo services in Europe.
• Digital Marketing: Utilize digital marketing channels, including social media, email marketing, and online advertising, to generate leads and build brand awareness.
• Trade Shows & Events: Participate in industry trade shows and events to network and generate leads.
• Marketing Collateral Development: Develop marketing collateral, including brochures, presentations, and website content.
• Public Relations: Manage public relations activities to enhance the company's reputation and visibility.
• Market Research & Feedback: Gather and analyze customer feedback and market research data to inform marketing strategies.

5. Reporting & Performance Management:

• Sales Reporting: Prepare and submit regular sales reports, providing insights into sales performance and market trends.
• Performance Tracking: Track and analyze key performance indicators (KPIs) to measure the effectiveness of business development activities.
• Budget Management: Manage the sales and marketing budget for the European region.
• Forecasting: Create accurate sales forecasts to support business planning.
• Reporting to Senior Management: Present regular updates and reports to senior management on business development activities and results.

Key Performance Indicators (KPIs):

• Revenue growth
• Market share growth
• Number of new clients acquired
• Customer retention rate
• Sales pipeline growth
• Profitability of air cargo services
• Effectiveness of marketing campaigns

Required Skills & Qualifications:

• Bachelor's degree in Business Administration, Logistics, or a related field.
• Proven track record of success in business development and sales within the air cargo industry, particularly in Europe.
• IATA and Regulatory Compliance
• Strong understanding of air cargo operations, consolidation services, and product development.
• Excellent sales and negotiation skills.
• Strong analytical and problem-solving skills.
• Excellent communication and presentation skills.
• Ability to work independently and as part of a team.
• Fluency in English, Dutch, French and German language is highly desirable.
• Extensive knowledge of the European air cargo market and regulatory environment.
• Proficiency in CRM software and Microsoft Office Suite.