Manager-Zonal BD

Job Purpose

Plans and execute business plans for a specified stream in the services portfolio (currently Advt., Leisure, Canteens and New Projects), develop and implement new business concepts and coordinate with concessionaires for business development while establishing operational control measures at GHIAL in order to achieve revenue targets.For the GMR Cargo Terminal Goa

• Drive the Business Development process to spread across the Western & Southern region to divert & enhance regular volumes from Catchment Areas to Goa.
  

ORGANISATION CHART

Business Head

Manager – Zonal Business Development

Key Accountabilities

Key Accountabilities in Brief

Key Performance Indicators

Responsible for managing all commercial activities & Solutions, meeting up the Annual Tonnage Targets Tonnage Target Weekly review with Business Head for timely updates and next week plan Daily Sales Report Work on Strategic Marketing plans for the marketing in catchment areasNo. of Marketing CampaignsMap the existing territories for further addition of customers and commodities No. of new Customers and Commodities Effective control of territory performance and BD results, make-up plan in-case of de-growth Tonnage Target and Make-up plan

• Conduct new research to identify new catchment regions/ customers/ commodities and provide logistical solutions via Goa through trade facilitation for generating cargo diversions.
  

Collaborate with Operation and Security teams for creating and setting up SOPs for special handling / Limited period projects/ New Projects Territory Team Pipeline Management/ New Product / New Trade lane / New Projects SOPs

KEY ACCOUNTABILITIES - Additional Details

EXTERNAL INTERACTIONS

• Exporter, Importer,
  

Vendors – Trucking Companies (Bonded, Non- Bonded, Refer, Marketing Agencies,Trade Bodies – ACAAI, DACCAI, APEDA, MPEDA etc..Freight Forwarders / CHAs / Logistic CompaniesSchedule Airlines, Non- Schedule Operators, Ad-hoc ChartersRegulatory / Government Agencies- Customs, PQ, AQ

INTERNAL INTERACTIONS

GAL Departments- Operations, Safety & Security, Admin, Finance & BD

FINANCIAL DIMENSIONS

• Total Cargo Tonnage (AOP) = MTs | Current Performance = YoY
• Regional Target on Catchment Areas, adding new Territory, new Commodities, new Customer, High Yield Cargo Tonnage & Volume Diversion; Customer Interaction Events
  

Other Dimensions

Large no of Shippers/ Consignee/ Forwarders

Education Qualifications

Preferred MBA with Marketing/ International Business / Logistics Management

Relevant Experience

10+ years of experience in Logistics / Airports/ GHA/ Freight Forwarders/ Airlines

COMPETENCIES

• Personal Effectiveness
• Social Awareness
• Entrepreneurship
• Problem Solving & Analytical Thinking
• Planning & Decision Making
• Capability Building
• Strategic Orientation
• Stakeholder Focus
• Networking
• Execution & Results
• Teamwork & Interpersonal influence