Business Development Manager AU & NZ

The Role:

We are looking for a Country Head of Department for Sales and Solutions (Business Development Manager), responsible for driving the revenue and profit growth of the Country by developing and executing Country growth strategies and initiatives. The BDM is also responsible for the country sales plan requiring the generation of new business within new or existing accounts and the retention of existing accounts. He/She also coaches Area Sales Managers and Account Executives to develop their sales skills and increase their product knowledge.

Job Duties

Develops and Leads Execution of Country Growth Strategy and Business Plans

• Performs and updates local situational assessments for the development of growth strategy.

• Together with Country Marketing Manager, formulates marketing strategies to win and retain business by identifying market trends, customer needs, competitive solutions and Company position.

• Develops and manages segment plans to ensure opportunities are properly identified.

• Identifies and targets opportunities to gain competitive advantage and win and retain business.

• Leads cross-functional collaboration to ensure the success of Country strategies and segment plans.

Manages the Performance of Sales Individuals and Team

• Ensures effective methods for maximizing account penetration with sales team to increase UPS profitable revenue.

• Ensures ongoing information sharing on customer accounts with sales force to recognize sales wins, losses, and best practices.

• Facilitates training of the sales team on new products, sales campaigns, and strategic products or rates to share information on sales solutions and best practices.

• Reviews sales goals, evaluates, and drives sales performance with team members to ensure performance goals and sales initiatives are on target and encourage continuous performance improvement.

Manages Business and Internal Relationships

• Analyzes business plan revenue and cost drivers to hold areas accountable that are not on plan.

• Collaborates with internal stakeholders to develop comprehensive account strategies for retention, acquisition, and profitable growth.

• Establishes customer visit schedule to support country and district sales strategy.

• Facilitates meetings with personnel to share customer problems, raise awareness on recurring customer issues.

• Identifies and engages internal decision-makers to communicate business development initiatives and revenue growth opportunities.

• Monitors customer activity for large, complex agreements via the account management system (i.e., TEAMS) to ensure that both the customer and UPS meet contractual agreements.

• Monitors Key Performance Indicators (KPIs) to ensure both validation of implemented customer contracts and accomplishment of internal measurement targets on KPIs.

• Reviews monthly visibility, volume, revenue, claims, churn, gainers, decliners, and expense data to ensure country specific business objectives and service requirements are being met.

Manages Sales Performance, Sales Strategy and Measures Effectiveness

• Monitors customer base to identify international competitive gaps.

• Develops and communicates the business plan to support targeted sales opportunities, sales initiatives, account penetration, international sales growth, and profitability strategies.

• Monitors and evaluates quality of revenue to ensure profitable growth.

• Monitors sales reports to determine trends in gains & losses in volume and translate findings into usable formats that demonstrate sales performance.

• Performs business investment analysis for competitive gaps to search for new opportunities and implement competitive initiatives.

• Utilizes and develops sales performance quality measurement tools to determine the achievement of sales goals and evaluate sales team and individual performance levels.

Represents UPS to Local Authorities and Organizations

• Maintains a regular dialogue with local government officials and agencies (e.g., customs, civil aeronautics, embassies, etc.) to represent UPS interests and compliance with applicable policies and regulations.

• Maintains communications with the U.S. embassy / ambassador to promote local UPS interests and capabilities.

• Participates in business associations to stay informed of market trends and create beneficial relationships for UPS.

• Participates in community activities and generates goodwill by representing UPS positively to build on the responsible corporate citizen legacy and promote UPS goals, products and services.

Manages and Develops Others

• Provides ongoing coaching and feedback to improve performance, conducting frequent and objective performance evaluations to encourage growth.

• Ensures direct and indirect reports have documented career goals and detailed plans for personal and professional development.

• Holds individuals accountable for performance levels, facilitating achievement of both individual and team goals.

• Identifies skill gaps and developmental opportunities (e.g., training, special assignments) to enhance individual and team growth.

• Manages people processes (e.g., performance management, career development, staffing) and resolves performance issues in line with company policies.

Skills & Qualifications:

• Bachelor’s degree in Business, Sales, Marketing, or a related field (required).  Master’s degree or relevant certifications (preferred).

• Minimum of 10 years of experience in a business development or sales managerial role, preferably within the logistics or supply chain industry. International assignment or overseas work experience will be bonus/beneficial 

• Proven track record of managing and developing high-performing sales teams.

• Strong coaching and mentoring skills to foster team development and improve sales performance.

• In-depth understanding of market trends, competitive landscapes, and experience managing large, complex accounts in an international context.

• Expertise in developing and executing sales strategies that drive business growth and maximize account penetration.

• Skilled in identifying opportunities for account growth and retention, ensuring long-term business success.

• Proven ability to build and maintain strong relationships with key internal and external stakeholders.

• Skilled in negotiating and managing complex customer and business relationships, particularly in international contexts.

• Ability to build and nurture relationships with industry leaders to promote the company’s interests and ensure its visibility in the market.

• Proficient in CRM software (e.g., Salesforce) and other sales performance tools.

• Familiarity with performance management systems and business analytics tools.

• Strong interpersonal and communication skills with fluency in English, Mandarin and Cantonese (additional languages are a plus).

• Willingness to travel regularly for customer visits, internal meetings and business development activities.

In this role due to the nature of the operations, you may be required to work hours outside of this band.
 

Company Overview:

As a global leader in package delivery and supply chain solutions, UPS is passionate about innovating new ways to make business work better, from complex international distribution networks to local business deliveries. That’s logistics. And that’s exactly what a career at UPS is all about.

From our roots as a Seattle, Washington-based bike-messenger company to our present day, multi-billion-dollar global corporation, our team has held a singular focus. Making the world work better for everyone. At the heart of all that we do, you’ll find a true dedication to our people, our customers, and the communities we serve.

Whether you start with UPS straight out of school like many of our senior managers did, or arrive with years of valuable experience, everyone at UPS has opportunities to grow. Empowering careers and commerce around the globe take more than innovative thinkers, collaborative teammates, and incredible technology. It calls on the values, purpose, and mission that have driven us right from the start.

It all begins with talented individuals like you. People who are ready to turn ideas into successful business practices. Explore how UPS jobs can make the world work better for you. Join our team of over 500,000 UPSers.

Only shortlisted applicants will be contacted.