Business Development Manager

Job Description

Job Description

Company overview:

Peters & May is an established international logistics provider with specialist expertise in the marine industry and complex global supply chains. Through its international network of offices, trusted partners and specialist operational teams, the company delivers tailored freight forwarding and logistics solutions to customers around the world.

 

Building on its established reputation in marine logistics, Peters & May is continuing to develop its General Freight Forwarding division, providing customers with a comprehensive range of international logistics services, including air freight, sea freight, road freight, customs clearance, warehousing and project cargo.

 

Our approach is built around personal service, proactive communication, operational expertise and taking the complexity out of international logistics for our customers.

We are seeking an ambitious and commercially minded individual to help accelerate the growth of our US Freight Forwarding operation and contribute to the wider development of the Peters & May international forwarding network.

About the role:  

This is an opportunity to join an international logistics business at an important stage in the development of its US Freight Forwarding operation.

 

The Business Development Manager will be responsible for identifying, developing and securing new business opportunities for Peters & May’s US Freight Forwarding division.

 

This role is for ideal for someone who has a strong operational background, but has a commercial mindset, is not reliant on pricing tariffs but through understanding customers logistics needs can then find and sell solutions. 

 

The person should enjoy building relationships, opening doors with prospective customers and converting opportunities into profitable, long-term business.

 

Working closely with the US operational team and colleagues across the wider Peters & May network, you will develop a pipeline of new customers, strengthen existing commercial relationships and identify opportunities to expand our presence across key US industries and international trade lanes.

 
While Peters & May has a strong heritage in the marine sector, this role will also focus on developing opportunities beyond our traditional customer base, growing our position in the wider freight forwarding market.

 

The successful candidate will take ownership of their sales pipeline, from initial prospecting and customer meetings through to quotation, negotiation, conversion and ongoing account development.

Scope of responsibilities:

Business Development and New Customer Acquisition

• Identify, research and target prospective customers requiring international freight forwarding and logistics services.
• Develop and execute a structured business development plan to grow the US Freight Forwarding division.
• Proactively generate new leads through telephone prospecting, email outreach, networking, industry events, referrals, professional associations and face-to-face meetings.
• Identify opportunities across a range of sectors, including marine and leisure, manufacturing, engineering, industrial equipment, renewable energy, project cargo and other suitable markets.
• Develop relationships with importers, exporters, manufacturers, distributors, purchasing teams and supply chain decision-makers.
• Arrange and conduct customer meetings to understand logistics requirements, existing supply chains and opportunities for Peters & May to add value.
• Prepare and deliver compelling presentations and tailored proposals that demonstrate our service capabilities and commercial advantages.
• Manage the sales process from initial contact through to securing the first shipment and developing a long-term customer relationship.

  Account Development and Revenue Growth

• Identify opportunities to grow business with existing Peters & May customers and group relationships.
• Work collaboratively with colleagues in the USA, UK, Netherlands, Italy and other international offices to identify cross-selling opportunities and generate new business.
• Develop a clear understanding of the customers supply chain, logistics needs, service expectations and decision-making processes.
• Build relationships with key accounts to increase shipment volumes, service penetration and customer retention.
• Identify opportunities to introduce additional services, including air freight, sea freight, road transport, customs clearance, warehousing and project logistics.
• Maintain regular contact with customers to understand changing requirements and identify opportunities.

  Commercial Management and Profitability

• Prepare and submit competitive quotations in collaboration with the operational and pricing teams.
• Assess opportunities based on their long-term value, shipment potential, operational requirements and profitability.
• Develop a strong understanding of the cost base, carrier options, overseas agent network and operational capabilities to support effective customer solutions.
• Monitor conversion rates, customer performance and sales activity to ensure business development efforts deliver measurable results.

  Market Intelligence and Strategic Development

• Attend relevant trade shows, exhibitions, networking events and industry meetings to raise the profile of Peters & May.
• Build relationships with complementary businesses and industry contacts that can generate referrals and mutually beneficial commercial opportunities.
• Contribute to the development of a coordinated global business development strategy, sharing leads and opportunities with colleagues across the Peters & May network.

Qualifications:
Essential

• A commercial mindset, with an understanding of the relationship between revenue, gross profit, pricing and long-term customer value.
• Experience in international air freight, sea freight, road freight, customs clearance or project logistics
• Knowledge of import and export procedures, international trade lanes and the commercial requirements of global supply chains
• Experience in customer meetings, quotation management and commercial negotiation.
• Strong communication and relationship-building skills, with the confidence to engage decision-makers at different levels of an organisation.
• A proactive, self-motivated approach with the ability to manage your own workload, sales pipeline and priorities.The ability to work collaboratively with operational, pricing and overseas teams to deliver customer-focused solutions.
• A valid driving licence and willingness to travel for customer meetings and industry events, as required.

Desirable

• Experience in business development or sales within the freight forwarding, logistics or international transportation industry.
• Experience in prospecting, lead generation, customer meetings, quotation management and commercial negotiation
• An established network of contacts within, manufacturing or industrial sectors.
• Experience developing business across international markets and working with overseas offices or agent networks.

Language Skills

• Fluency in English is required. 
• Knowledge of Spanish is a plus. 

Compensation Package / Benefits:  

• Full time position with hybrid options.
• Competitive salary offered. Note this is not a commission based role, although an annual bonus to all staff is offered based on Group performance. 
• Medical, vision, dental and life insurance options.
• 25 days annual holidays.