Agency & Network Development Manager

SUMMARY

The Agency & Network Development Manager is responsible for expanding and strengthening Blackstone Shipping's global agency network, with a particular focus on the Indian market. This involves identifying, onboarding, and managing high-performing agencies in strategic locations to enhance service capabilities, penetrate new markets, and drive business growth. The manager will play a crucial role in facilitating competitive pricing, generating business opportunities through the network, and ensuring timely payment collection. This role requires a deep understanding of the Indian market, strong relationship-building skills, and a results-oriented approach. The manager is also responsible for handling and escalating any issues that arise within the agency network business.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

·      New Agents Acquisition & Network Expansion:

o  Proactively identify and engage potential Agents & Network partners in target markets, prioritizing high-growth markets and strategic trade lanes.

o  Conduct thorough due diligence on all potential agents, verifying company details and financial stability, and not solely relying on the lowest cost option.

o  Negotiate contracts and ensure seamless onboarding, including signing Agency Agreements and Credit Agreements.

o  Map India office business opportunities sector-wise and identify competitive and reliable agents for each trade lane/country/region.

·      Competitive Pricing:

o  Work closely with the global agent network to secure competitive pricing for Blackstone Shipping's sales team inquiries.

o  Ensure optimal cost structures and maximize profitability.

·      Business Generation:

o  Actively generate inquiries from network agents and provide them with competitive quotes.

o  Negotiate and follow up diligently to secure new business opportunities.

o  Following major network conferences, promptly coordinate with all participants from the BSS network to gather agent details, follow up, and generate new inquiries aimed at converting them into new business opportunities.

·      Agent Performance Management:

o  Establish performance metrics and conduct regular reviews to ensure agents meet or exceed expectations.

o  Actively engage with agents who are just sending inquiries but have low business conversion, identifying the primary reasons for low conversion rates and developing strategies to enhance business conversion.

o  Guide the Agency and Network Development Executive in sending introductory emails and reaching out to new agents.

·      Relationship Management:

o  Build and maintain strong relationships with agent partners, fostering open communication, collaboration, and mutual success.

·      Market Intelligence:

o  Stay abreast of industry trends, competitive landscape, and regulatory changes.

o  Gather insights from the network and discuss them with the sales & marketing team to enhance business opportunities.

·      Payment Collection:

o  Monitor and ensure timely payment collection from agency partners within the agreed credit period.

o  Minimize outstanding receivables and maintain healthy cash flow.

·      Issue Handling & Escalation:

o  Proactively identify, address, and escalate any issues or conflicts within the businesses generated or handled by/for the agents.

o  Ensure prompt resolution and maintain strong partnerships.

·      Agent Database Management:

o  Build and maintain a comprehensive agent database with detailed information on each agent, including their performance, areas of expertise, and contact information.

o  Conduct detailed analyses to track inquiries, measure conversion into new business, and identify areas for improvement.