Full time Offered Salary :

Business Development Manager (Ships Agency) – Commercial (DBN / JHB)

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Job Description


  • Negotiable


  • A degree from a recognized University in the field of logistics would be advantages.
  • MUST have Ships Agency experience.
  • Minimum 5 years proven sales experience and achieving targets.
  • Result oriented with strong ability to prioritize tasks in order to achieve sales target assigned.
  • Resourceful with excellent commercial and entrepreneurial flair are critical to the success of this role.
  • An accomplished self-starter who is able to push boundaries to be successful.
  • Ability to work effectively in a high pressure and fast paced working environment.
  • Ability to travel regularly locally and regionally when required.
  • Flexible in working with partners from different time zone when required.
  • Good influencing skills with a collaborative work style, fostering cooperation and teamwork.
  • Effective negotiation and conflict resolution skills.

Purposes of the position:

  • A highly motivated individual with the relevant skill sets, capable of establishing and developing key relationships with customers, carriers, network agents, port operators and internal stakeholders.
  • Work closely with the Company’s freight desk in negotiating rates with all key shipping lines including and where necessary engaging with local and international carrier headquarters.
  • Work closely with the Company’s freight desk in negotiating rates with both current & future agent networks as well as the ability to build strong relationships with respective stakeholders.
  • To grow current freight book percentage year on year with existing customers as well as to identify new freight opportunities.
  • To provide business solutions and key market analysis to all internal Company’s stakeholders on a month-to-month basis to further support the growth of the local freight forwarding desk.


  • Grow existing freight book (Volume and Revenue percentage) for metals and minerals business unit.
  • Work collaboratively with the Company’s BDM’s and KAM’s in growing forwarding book (Volume and Revenue percentage) for both existing and future C&F business.
  • Work collaboratively with the Company’s freight desk in terms of rate negotiation and volume requirements for key strategic customers.
  • Achieve annual individual sales targets as set out and agreed between the BDM and the company.
  • Leverage from own business network and further establish relationships with various partners not limited to associations, container carrier and network members globally.
  • Strong team player, able to work collaboratively with operational and commercial team members.
  • Communicate, share and collaborate with all overseas Access World branches on leads generated to and from any locations.
  • Manage monthly commercial activity reporting in the form of a sales pipeline.
  • Work with all regional Execs in terms of business development and budgeting requirements.
  • Proven track record in shipping lines sales would be an advantage.
  • Other duties may be assigned from time to time.
  • Ensure compliance to Company’s Policies.

Specific Responsibilities:

  • Increasing Freight revenues in collaboration with the Company’s Freight desk:
    • Increase general freight margins and volumes to the desired levels basis market conditions and mandate set out as follows:
      • Quick win on general clients and clients not sensitive to pricing.
      • Clients requiring space but sensitive to.
      • Mainstream blue-chip accounts where overflow opportunities only exist to participate in their freight portfolio.
      • Gauge and analyse feedback from controllers, BU managers, senior managers on market forces possibly preventing the goals being achieved.
      • Work closely with Company’s Freight Desk Manager in analysing volumes, trends, and red flags to ensure business continuity and increased market share.
  • Relationship building and sustainability:
    • Build sustainable relationships at senior levels with all carriers which will create a platform  that enables and supports the companies’ goals.
    • The strength of these relationships will dictate the company’s success on procurement and space.
    • Detention / demurrage also forms part of the importance of these relationships and inevitably the BDM in collaboration with the Freight desk head should play an influential role in mitigating and minimising any detention / demurrage raised by the carriers.
  • Global Engagement and Strategy:
    • Work closely with the Freight desk team in collaborating with various company’s and 3rd party agent offices in capturing freight opportunities for both customers and colleagues alike.
    • Work closely with the Freight desk head in providing market intelligence and freight data that is to be presented during each months Exec meeting.

Network of interaction:

  • Comprise but not limited to:
    • Internal:
      • Sub-Saharan commercial teams (BDM’s and KAM’s).
      • Sub-Saharan operational management and CSR teams.
      • Key stakeholders from Global offices.
    • External:
      • Strategic service providers and vendors (e.g., Carriers, network agents, port operators, etc.).
      • Metals and Mineral customers.
      • General cargo (C&F) and specified sector customers.
      • Marketing / Publication houses.