What are the responsibilities and job description for the Vice President, Business Development position at Toll Group?
About Toll Group
At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge – big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries. We are proudly part of Japan Post — www.tollgroup.com
Role Highlights
New Business
Technical
At Toll, you can help play a vital role in delivering what matters. From food, fuel, medicine and rescue services, we keep businesses and communities thriving. Every day brings change. We see that as an opportunity. To be curious. To ask the right questions. And build meaningful connections. Because finding new ways to solve problems is what we do. With a bold vision to expand our global reach, our 16,000 people bring a passion for progress. We collaborate in friendly, caring teams, supported by approachable leaders who give us the autonomy to quickly make decisions with impact. Learn and grow with industry-leading training, alongside talented experts. Feel empowered to take on diverse challenges and new responsibilities to move you, our customers, and our world further.
Are you excited about this role but are concerned you don’t meet all the requirements? If you have similar skills and are willing to learn then we encourage you to apply anyway. We know that some people hesitate to apply for jobs unless they meet every single qualification. At Toll, we value a diverse, inclusive and authentic workplace, so if you’re interested in this role but your past experience doesn’t align perfectly then please talk to us – you may be just the right candidate for this or other roles we have coming up.
At Toll everyone is welcome including those of all ages, ethnicities, genders and abilities.
To find out more about us visit www.careers.tollgroup.com
You must be entitled to work in China and be prepared to undertake pre-employment checks including a criminal history check and medical.
At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge – big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries. We are proudly part of Japan Post — www.tollgroup.com
Role Highlights
- Responsible for identification and development of Toll Global Logistics (TGL) China market segments, achievement of aggressive quality revenue & EBIT growth in line with TGL China & TGL Corporate strategy.
- Ensure all business development opportunities are maximized and TGL China is recognized as the preferred partner in all segments within the business delivery capability.
New Business
- Lead all 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.
- 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 proposal.
- 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.
- Provide strategic China BD directions.
- Participate in decision-making process concerning cross-business unit sales.
- Successions planning to ensure the direct reports have adequate substitutes trained.
- Act 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.
- 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.
Technical
- Ability to understand and communicate relevant commercial and technical issues affecting customers in identified markets.
- Ability to identify opportunities with existing and new customers.
- Ability to conceive & implement new “go to market” strategies.
- Demonstrates an ability to uncover business drivers.
- Solid understanding of P&L and Balance Sheet principles.
- Ability to see the “Big Picture” and quickly reach an understanding of customer’s business and their requirements.
- Understanding of Toll Global Logistics (and the greater Toll business) and its core business units.
- Understanding of Supply Chain Management/Integrated Logistics.
- Thorough understanding of the China market and of pertinent industry issues.
- Degree in Business or Logistics or related disciplined from a recognized tertiary institution.
- Proficient in Microsoft Office including windows, email, Word, Excel, PowerPoint, Access and Visio.
- Exceptional personal standards of honesty, integrity and professionalism.
- Excellent communication skills in English and Mandarin.
- Strong negotiating and influencing skills.
- Maintain highest level of confidentiality at all times.
- Well organized and ability to juggle competing priorities effectively.
- Industry specific – FMCG, Medical device, Retail, Bonded and Cold Chain experience is desirable.
- Operational exposure to WMS, Network optimization, Warehouse optimization software is advantageous.
At Toll, you can help play a vital role in delivering what matters. From food, fuel, medicine and rescue services, we keep businesses and communities thriving. Every day brings change. We see that as an opportunity. To be curious. To ask the right questions. And build meaningful connections. Because finding new ways to solve problems is what we do. With a bold vision to expand our global reach, our 16,000 people bring a passion for progress. We collaborate in friendly, caring teams, supported by approachable leaders who give us the autonomy to quickly make decisions with impact. Learn and grow with industry-leading training, alongside talented experts. Feel empowered to take on diverse challenges and new responsibilities to move you, our customers, and our world further.
Are you excited about this role but are concerned you don’t meet all the requirements? If you have similar skills and are willing to learn then we encourage you to apply anyway. We know that some people hesitate to apply for jobs unless they meet every single qualification. At Toll, we value a diverse, inclusive and authentic workplace, so if you’re interested in this role but your past experience doesn’t align perfectly then please talk to us – you may be just the right candidate for this or other roles we have coming up.
At Toll everyone is welcome including those of all ages, ethnicities, genders and abilities.
To find out more about us visit www.careers.tollgroup.com
You must be entitled to work in China and be prepared to undertake pre-employment checks including a criminal history check and medical.