Havilog AB

Business Development Manager

HAVI is a global, privately owned company focused on innovation, optimization and management of the supply chains for leading brands like McDonalds, Espresso House, Pizza Hut, Vapiano, Subway and Jensen´s Böfhus. Offering services in analytics, packaging, sourcing, supply chain management and logistics, HAVI partners with companies to address both big and small challenges across the supply chain, from commodity to the customer. Founded in 1974, HAVI employs more than 10,000 people and serves customers in over 100 countries. HAVI’s supply chain services are assisted by the customer engagement services offered by our affiliated company, The Marketing Store. For more information, please visit HAVI.com and www.tmsw.com. In the Nordic region we have a turnover of ~500 MEUR and ~450 employees.

Purpose of the role

The Business Development (BD Mgr) is responsible for the acquisition and implementation of new customers for the Swedish market. Drive the general commercial work aligned with the Cluster Commercial Go-to-Market- Strategy. The Business Development Manager guides the strategic direction in the country to increase the number of profitable and strategic customers. The BD Manager Is also responsible for creating and presenting business cases and to negotiate new contracts. Liaison and alignment with internal stakeholders is important and to consider output of Region and Director Sales North West Europe. This position reports to the Director Sales North West Europe, with a dotted line to Country MD. The role is part of the Management Team Sweden with expectation to align with overall company direction and strategy and is also part of Regional and Cluster sales teams. The role is also expected to coordinate and lead cross market/Country projects cooperating within primarily Nordic with local market colleagues (KAMs/MDs). There is a reporting line of currently one KAM into this position.

Key Areas of Responsibility

  • New customers hunting and onboarding, including support during the new customers onboarding process.
  • Build new and generate, maintain and drive existing sales pipeline to closure primarily towards Swedish market.
  • Combination of BD and KAM for a few customers for the Swedish market.
  • Pan-Nordic project co-ordination via country lead approach.
  • Business case preparation and presentations internally and externally and contract negotiation
  • Internal Functions alignment as Management, Operations and Supply Chain Customer Service, Procurement, Business Analyst, legal etc.
  • Market trends monitoring and competition analysis.
  • Keeping CRM information accurate and up to date with most recent sales progress in the country
  • Following processes and procedures defined by Commercial Operations function.
  • Actively participate in customer service-related issues that might need escalation.

Background/Profile

  • Bachelor’s in Economics and/or Engineering fields, a master’s in Finance or Sales Management will be considered a plus
  • Documented Sales and/or business development certified experiences in competitive markets Ideally from Food Industry and/or Logistics/Supply Chain.
  • Ability to drive complex sales processes which sometimes tend to be long, with combination of understanding and balancing the HAVI business model and connect that to the potential customers needs and requirements and create a value added customer proposition
  • Business acumen and commercial/Controlling understanding as there are complex calculations supporting the customer business cases that matches large turnover sizes however with more moderate result margin. Detail orientation and figure interest is therefore very important.
  • Strong communications and IT skills. Project Management Capabilities.

Personal skills

  • Proactive, Positive and goal oriented with a strategic thinking ability and a concrete sense of urgency and multi-tasking skills.
  • Risk-taking orientation, sales and negotiation abilities
  • Analysis and numbers friendly
  • Action oriented and strong self-motivator, Assertive and Self-Confident with ability to build trust with our customers.
  • Leadership skills, Empathy and Independence
  • Working closely with different functions to produce a valued output as targeted