Customs Business Development Manager

nd eco-efficient services. We operate 610 container vessels and provide ocean transportation in all parts of the world. But not only do we power some of the world’s largest ships – we also propel the growth ambitions of businesses and individuals all over our pla…

Customs Business Development Manager

KEY RESPONSIBILITIES

Sales & Business Development:

• Develop and execute a CHB growth strategy to increase customs clearance revenue and market share.

• In collaboration with Sales, build and maintain a robust CHB sales pipeline, ensuring consistent conversion of qualified prospects into customers.

• Own and lead customer engagement from prospecting through needs discovery, solution development, pricing, negotiation, contracting and implementation.

• Own and achieve agreed CHB sales, customs clearance volume, revenue and gross profit targets.

• Develop business cases for growth initiatives, new services and priority investments.

Customer Acquisition & Retention:

• Drive customer traction by acquiring new CHB customers and expanding CHB service adoption within existing accounts.

• Develop compelling CHB value propositions that address customer pain points related to customs compliance, cargo clearance, border delays and regulatory requirements.

• Conduct regular customer reviews to identify CHB upselling and cross-selling opportunities.

• Monitor customer satisfaction, retention risks and service improvement opportunities, coordinating corrective actions with the relevant teams.

Market Development & Customer Insights:

• Monitor CHB market trends, competitor activity, customs regulations and relevant industry developments.

• Identify new growth opportunities across imports, exports, bonded operations, transit cargo and customs consulting services.

• Represent the company at relevant industry forums, customer events and trade associations.

• Gather customer and market insights and provide structured feedback to Product and Operations teams to enhance service offerings and competitiveness.

Solution Selling & Commercial Enablement:

• Work closely with Sales, Customer Experience, Finance, Compliance and Operations teams to design competitive customs solutions.

• Support pricing, proposal development, tender responses, business cases and commercial negotiations.

• Ensure proposed solutions are compliant, operationally feasible, scalable and aligned with target margins.

• Ensure smooth onboarding and transition of won business into operations, with clear ownership, implementation milestones and customer communication.

Product Performance & Pipeline Management:

• Maintain accurate CHB pipeline, opportunity and customer activity reporting.

• Track pipeline value, conversion rates, revenue growth, customs clearance volumes, gross profit, customer acquisition and customer retention.

• Deliver regular sales forecasts and business development updates, highlighting risks, opportunities and actions required.