Customs Business Development Manager

Maersk is a global integrated logistics company that offers a culturally diverse and stimulating work environment. They prioritize individual performance within professional teams, emphasizing teamwork, respect, and ethical business practices. The company is committed to continuous improvement and hiring the best talent regardless of background.

Maersk offers a culturally diverse and stimulating work environment where individual performance within highly professional teams is valued. The company fosters teamwork, acceptance, respect, and dedication, believing in collective achievement. Maersk operates ethically, aiming to be a credible and valuable business partner through continuous care and humbleness. They are committed to preparing for the future while focusing on customers and competitors for improvement. Transparency and accountability are key, making Maersk an inspiring and challenging workplace that prides itself on hiring the best person for the job, irrespective of gender, age, nationality, or religious belief.

1. Develop and execute a CHB growth strategy to increase customs clearance revenue and market share.
2. Collaborate with sales teams to build and maintain a robust CHB sales pipeline, ensuring consistent conversion of prospects into customers.
3. Lead customer engagement from prospecting through needs discovery, solution development, pricing, negotiation, contracting, and implementation.
4. Achieve agreed CHB sales, customs clearance volume, revenue, and gross profit targets.
5. Develop business cases for growth initiatives, new services, and priority investments.
6. Drive customer traction by acquiring new CHB customers and expanding CHB service adoption within existing accounts.
7. Develop compelling CHB value propositions that address customer pain points related to customs compliance, cargo clearance, border delays, and regulatory requirements.
8. Conduct regular customer reviews to identify CHB upselling and cross-selling opportunities.
9. Monitor customer satisfaction, retention risks, and service improvement opportunities, coordinating corrective actions with relevant teams.
10. Monitor CHB market trends, competitor activity, customs regulations, and relevant industry developments.
11. Identify new growth opportunities across imports, exports, bonded operations, transit cargo, and customs consulting services.
12. Represent the company at relevant industry forums, customer events, and trade associations.
13. Gather customer and market insights and provide structured feedback to Product and Operations teams to enhance service offerings and competitiveness.
14. Work closely with Sales, Customer Experience, Finance, Compliance, and Operations teams to design competitive customs solutions.
15. Support pricing, proposal development, tender responses, business cases, and commercial negotiations.
16. Ensure proposed solutions are compliant, operationally feasible, scalable, and aligned with target margins.
17. Ensure smooth onboarding and transition of won business into operations, with clear ownership, implementation milestones, and customer communication.
18. Maintain accurate CHB pipeline, opportunity, and customer activity reporting.
19. Track pipeline value, conversion rates, revenue growth, customs clearance volumes, gross profit, customer acquisition, and customer retention.
20. Deliver regular sales forecasts and business development updates, highlighting risks, opportunities, and required actions.
21. Identify performance gaps and coordinate corrective actions to improve growth, profitability, product penetration, and customer outcomes.
22. Collaborate with Customs Operations teams to improve service delivery, capacity, consistency, and customer experience.
23. Coordinate with Commercial teams to prioritize pursuits, develop account plans, and expand CHB penetration.
24. Partner with Digital and Transformation teams to advance automation, standardization, and process improvement.
25. Influence stakeholders without direct authority and maintain clear accountability across the opportunity-to-implementation cycle.
26. Maintain current knowledge of customs regulations, trade compliance requirements, and government initiatives relevant to target markets.
27. Assess regulatory changes and translate them into customer opportunities, service enhancements, and implementation requirements.
28. Ensure all customer solutions and commercial commitments comply with internal governance, customs regulations, and trade compliance standards.
29. Engage regulatory authorities, industry bodies, and strategic partners where required.
30. Lead strategic initiatives that enhance CHB capabilities, competitiveness, and growth.
31. Drive service standardization, digital adoption, and continuous improvement across the CHB product.
32. Support implementation of new technologies, services, and operating models that improve customer experience and profitability.

1. Bachelor’s degree in Supply Chain Management, Logistics, International Trade, Business Administration, Economics, or a related discipline.
2. Professional certification in Customs, Trade Compliance, Sales, Commercial Management, or Supply Chain Management is an advantage.
3. 5-10 years of relevant experience in customs brokerage, freight forwarding, logistics, international trade, or a related field.
4. Demonstrated experience in CHB sales, business development, customer acquisition, or solution selling, with evidence of delivering revenue, volume, or gross profit growth.
5. Strong understanding of customs regulations, customs clearance processes, bonded operations, transit cargo, and international trade practices.
6. Experience developing value propositions, customer solutions, pricing inputs, proposals, tenders, and business cases.
7. Experience working effectively across Sales, Product, Operations, Customer Experience, Finance, and Compliance functions.