Vice President, Business Development

New Business

Lead new business development opportunities (tendering, pricing presentations) based on customer requirements.
Design and implement a China logistics sales methodology (Target – Qualify – Win).
Ensure customers fit Toll business model.
Develop customer capability toolkit (e.g. PO Mgt, pick & pack, x-dock/merge-in-transit, VMI customer), competencies and framework.
Document a business plan for new business to achieve budget growth (with particular emphasis on key vertical markets).
Manage and train BD managers on all elements on the win CLCM process for all new business.

Tender Management

Responsible for the tender management process for new business opportunities.
Increase the number of tender opportunities/channels and the corresponding success rate.
Ensure compliance with all regulations and procedures (including those specified by the customer) for the development and submission of quotations and proposals.

Business Analysis

Develop and implement strategic sales targeting methodology.
Provide management with key reporting and business analysis timely.
Provide framework for sales resource allocation and opportunity analysis.
Measure the sales support/BD execution efforts.
Implement measurement tools (KPI’s) to assess success and progress.

Directions & Decisions

Provide strategic China BD directions.
Participate in decision-making process concerning cross-business unit sales.

People Leadership

Succession planning to ensure the direct reports have adequate substitutes trained.
As coach and mentor to team members - Lead by example.
Provide learning opportunities and guidance to ensure staff are supported and in the best position to progress within the business.

Continuous Improvement

To liaise with other Toll stakeholders to discuss business and continuous improvement opportunities.
Apply industry best practice and sharing of initiatives across other customers within commercial guidelines.