OVERALL PURPOSE OF THE JOB

The primary responsibility of the role will be required to drive profitable growth across the existing Retail,

Consumer, Healthcare, Automotive and Industrial divisions within the Singapore business through

development of new businesses. This role must also play a significant role in the strategic communication

channel between prospective customers and Toll and to develop and drive a customer centric and service

excellence culture.

This role will also have accountability for optimising the contracts through managing commercial

negotiations, identifying sector opportunities and threats, and ensuring sound business plans are

developed for each contract. Working effectively with the customer and within a complex matrix

environment, the role will also work closely with other Toll Group Sales and Marketing and peer sales and

marketing roles and actively promote the "One Toll" approach to customer management. In particular, the

role must be able to effectively liaise and bring together the local and divisional teams to grow the business

efficiently and profitably.

PRIMARY RESPONSIBILITIES AND OUTPUTS

1. Build Business Development strategy based on company business strategy:

• Developing and implementing sales and marketing strategy for the verticals supported as well

as the developing a clear end to end value proposition in accordance with industry application

and strategies; through a deep and clear understanding of Toll's capabilities and gaps to be

improved.

• Align sales plan with GL Asia and Singapore's targets and strategy, deciding which sales client

opportunities and sales activities to focus on to achieve sales target set.

• Building, maintaining, and developing relationships with prospective account's senior decision

makers, then leverages these relations to seek and enhance growth opportunities.

• Manage RFI/Q/P and tenders and work with internal stakeholders including but not limited to

operations, solutions design, commercial, legal, quality, project team, etc to ensure timely and

quality submission; provide quality inputs based on customer and market know-how to build

robust solutions to increase win probability with good commercial outcome for the company.

• Use industry networks and market intelligence, identify, and drive the provision of innovative

end-to-end customised solutions for new customers through the effective identification of

customer needs and keeping up to date with relevant industry solutions, in conjunction with the

relevant Supply Chain Solutions support team.

• Gather and using market and segment intelligence on customers, competitors and significant

factors affecting markets to influence short- and long-term business objectives and to support

decision making.

• Review and propose to adjust current sales process ensuring continual development.

2. Contract Management and Legal documentation:

• Work with Legal, Commercial, Finance, Operations and other relevant stakeholders to

complete onboarding process - including but not limited to contract negotiation, initiate

project implementation, etc.

• Review and facilitate the full range of documents including contract, NDA, SOP's.

• Engage and liaise with other relevant Toll functional support teams (incl. IT, Legal, Strategy)

as may be required to support the delivery of the business and market plans.

SKILLS ESSENTIAL TO THE JOB

Technical

• In-depth knowledge of local contract logistics market and supply chain landscape, industry

products, players, and services.

• Strong network especially in key vertical markets identified.

• Ability to identify customers' pain-points, uncover opportunities and create compelling long term

strategic solutions underpinned by strong value proposition.

• Strong business and commercial acumen.

• Strong presentation and negotiation skills.

• Significant experience working across the Logistics & Supply Chain industry especially in sales /

business development function (minimum 8 - 10 years).

Knowledge/Experience

• 8 - 10 years' experience in senior sales roles within matrix organizations.

• In-depth knowledge of Singapore's economy.

• Demonstrated sales success and knowledge of sales concepts, methods and techniques.

• Demonstrated success in developing sales plans, analysing profitability of prospects, and the ability

to understand the competitive influences and risks associated with individual accounts.

• Extensive experience in commercial negotiations in a B2B, 3PL environment.

• Experience in developing logistics solutions and demonstrated understanding of the operational

impacts of customer proposals.

• Excellent written and oral communication skills and the ability to persuade, influence, negotiate

and make formal presentations in meetings and training environments.

• Ability to develop strong business relationships within all levels of organizations, including senior

level executives.

• Computer literacy and proficiency in MS Office.

• Use of Salesforce experience a plus.

Qualifications

• Bachelor's Degree in Business Administration, Transportation, Supply Chain Management, or

related field of study preferred.