Business Development Manager

Req ID: 155940
Job Function: Marketing and Sales
Full-Time/Part-Time: Full-time
Contract Type: Permanent
Job Level: Professional

Office Location: Vancouver (YVR_CITY)

Travel Required: up to 50%

Start Date:

The Panalpina Group is one of the world's leading providers of supply chain solutions. The company combines its core products of Air Freight, Ocean Freight, and Logistics to deliver globally integrated, tailor-made end-to-end solutions for eleven core industries. Drawing on in-depth industry know-how and customized IT systems, Panalpina manages the needs of its customers' supply chains, no matter how demanding they might be. Energy and Project Solutions is a specialized service for the energy and capital projects sector.

The Panalpina Group operates a global network with some 500 offices in more than 70 countries, and it works with partner companies in over 90 countries. Panalpina employs approximately 14,500 people worldwide who deliver a comprehensive service to the highest quality standards – wherever and whenever.

We are looking to hire a Business Development Manager to achieve sales objectives with assigned EPC (engineering procurement companies) and Capital Project clients by effectively selling Panalpina’s products. Secure and maintain small and large scale projects for the region.

This position can be located in Vancouver or Calgary.


• Generate business with assigned EPC/Capital Project clients and targets in line with the sales plan

• Source small and large scale projects; build and maintain relationships with government, engineering companies, and owners etc. to secure business wins

• Ensure successful client implementation and monitor customer satisfaction

• Provide information for sales planning and forecast activities including prospect qualification and local market intelligence

• Provide client and target information to Business Development team on a scheduled basis

• Develop customer contacts and relationships

• Act as a conduit for incoming tenders and quotation requests

• Participate in the development of business strategies as it relates to growth of Industrial Projects

• Communicate, develop and monitor customer relationships

• Meet key performance indicators such as revenue targets, number of prospective clients, RFQ/RFP closure rate and GP percentage

• Assists with complex sales globally by participating in negotiation, pricing strategies, sales presentations, and closing

• Develops sales proposals and RFPs (Request for Proposal)

• Develops market intelligence in the Mining and Oil Energy sector


• Minimum 5 years of project sales experience in freight forwarding

• Knowledge of all modes of transport

• CIFFA or equivalent education, an asset


• Demonstrate functional knowledge of Panprojects/Panalpina products

• Sales negotiation skills

• Complete understanding of sales plan/strategy

• Local market knowledge (customers, competitors, suppliers)

• Knowledge about trends and challenges for the industry

• Understanding of business principles and language, incl. the fundamentals of finance and profitability

• Business administration competence

• Project Management skills

• Expertise and professionalism in customer contacts

• Expertise in prospect analysis and development

• Excellent customer service skills with ability to field and resolve problems and complaints

• Ability to communicate openly and confidently

• Ability to influence and convince others in a way that results in acceptance and agreement

• Effective listening

• Ability to clearly and concisely present both written and/or oral information

• Capable to generate creative ideas/solutions

• Credibility

• Assertiveness

• Capable to make informed judgments and to generate practical, timely solutions

• Willingness to involve stakeholders in decision making process, to get buy-in and to implement solutions

• Supports organizational commitment to ISO 9001, ISO 14001, and OHSAS 18001 certification

• Perform assigned tasks to support Panalpina meets its objectives and targets regarding quality, health, safety and environment as documented in IMS and follow all requirements as set out in the QHSE policy

• It is the responsibility of all staff to ensure that their day to day activities embrace sustainability/Health and safety therefore reducing the impact upon the environment, supporting the communities we work in and reducing incidents in the workplace

• Readiness to continuously focus on identifying and meeting customer current and future needs

• Readiness to provide alternatives and optimized solutions to the Customer

• Ability to establish a successful long-term business partnership with internal and external customers

• Team player

• Capable to build strong and long-term team relationships within and across functions and geographical boundaries and based on ethics and trust

• Ready to take personal accountability for achieving individual and shared goals

• Ability to set robust plans well in advance and to initiate action to move projects forward

• Planning & Organizing (Ability to prioritize, plan, assign & control)

• Time management (monitoring performance against deadlines and milestones)

• Integrity

• Act as a Role Model for Corporate Values and fully adhere to the Code of - Conduct

• High energy and resilience

• High commitment and positive attitude in the face of setbacks and obstacles

• Ability to work under pressure and deal with tight deadlines

• Be authentic, approachable, open and honest


• English fluency (written and spoken)

Specifics for Job / Environment

-Proficient in MS Office applications


If you wish learn more about this opportunity please apply

Panalpina Inc. is an Equal Opportunity Employer – Panalpina Inc. souscrit au principe d’équité en matière d’emploi

*Panalpina welcomes and encourages applications from persons with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process including recruitment, assessment, selection and hiring stages. Please call 905-755-4545 should you require any accommodations.
Full time
Vancouver, 02, CA