Senior Business Development Manager
Main Purpose of the Role:
Drive team performance through data-driven insights by leveraging analytics to identify new business opportunities, optimize trade campaigns, and expand the sales portfolio. Utilize performance metrics to build and elevate customer relationships, preparing them for seamless transition to Account Owner-level management. Apply critical thinking and analytical rigor to design and implement scalable policies and procedures that foster sustainable growth and continuous development within the SME scope.
Major Areas of Responsibility:
Lead and manage a team of Business Development Representatives (BDRs), providing ongoing coaching and training in sales techniques, internal systems, and operational processes. Serve as the primary liaison for reporting team performance and strategic growth plans to senior management. Support business expansion by engaging with potential and existing customers to promote ZIM services and drive sales.
Main Tasks:
- Evaluate customer potential using data-driven insights to expand the client portfolio
- Leverage analytics to design and execute targeted sales campaigns
- Collaborate with trade and cross-functional teams to share market intelligence, service updates, and customer feedback
- Act as the primary contact for internal and web-generated leads, ensuring timely assignment and follow-up
- Provide leadership, coaching, and support to the BDR team
- Set, communicate, and track team goals aligned with company sales objectives
- Use performance analytics to guide coaching efforts and optimize team productivity
- Make informed commercial decisions while upholding integrity and accountability
- Apply critical thinking and data analysis to evaluate business scenarios and shape strategic direction
- Develop and execute the overall Business Development Representative (BDR) strategy to align with organizational goals
- Define and refine outreach methodologies, sales cadences, and lead qualification processes
- Monitor market trends and adjust strategy to maintain competitive positioning
- Ensure alignment between BDR activities and broader commercial objectives through regular performance reviews and strategic adjustments
- Implement and promote best practices in sales processes and tools
- Monitor and report on KPIs and sales performance using dashboards and analytics platforms
- Forecast sales trends and set data-informed individual and team objectives
- Represent the Business Development function in meetings with senior leadership, providing insights backed by analytics
Requirements
• Four-year college or university program certificate preferred
• 3 – 5 Years management experience preferred
• 5+ years tele-sales or sales experience in the ocean shipping or related industry.
Average salary estimate
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