Director, Business Development, Engineering and Manufacturing / Energy and Chemicals

About us

DHL is present in over 220 countries and territories across the globe, making it the most international company in the world. With a workforce exceeding 350,000 employees, we provide solutions for an almost infinite number of logistics needs.

DHL is part of the world’s leading postal and logistics company Deutsche Post DHL Group, and encompasses the business units DHL Express, DHL Parcel, DHL eCommerce, DHL Global Forwarding, DHL Freight and DHL Supply Chain.

We connect people and improve their lives. And we do it by being uncompromisingly customer-centric and delivering excellence day in and day out. By bringing people together and making life simpler – for our customers, our employees, our investors, and our society – we help make the world a better place.

Being The Logistics Company for the World goes well beyond our global presence in over 220 countries and territories, or our tireless pioneer spirit when it comes to new markets. It also extends beyond our unique ability to offer a remarkable range of logistics solutions – from mission-critical express deliveries to economical freight transportation, from taking the complexity out of customs to managing the complexity of global supply chains and everything in between.

We want to be the logistics company people turn to – the first choice not only for all shipping needs, but also the first choice for career and investment opportunities, and being the global benchmark for responsible business practice.

Responsibilities

• Lead, develop and leverage constructive relationships within target accounts to gain access to key decision makers and establish coach network
• Support and coach local sales/ account teams in the pursuit of local opportunities. Lend SME knowledge as needed
• Lead & develop sub sector strategies for key focus areas. Tie into sector strategies in other global regions and leverage work done globally for APAC
• Lead development with regional & global CSI (X-BU) sales team & DSC's global KAMs active in the sector
• Develop, manage, maintain and review sales pipeline; pro-actively & identify targets/ prospects and opportunities in focus on regional/ global level; remain focused on opportunities worth pursuing and rejecting those which are not.
• Develops negotiation strategies with senior business leaders; demonstrates strong persuasion skills when articulating commercial value to client.
• Communicates the future vision, objectives and rationale behind the strategy.
• Continuously review business potential and identify potential business opportunities throughout the customer organization
• Conduct business knowledge research meetings as well as customer satisfaction and value assessment meetings with the customer
• Lead the individual local account teams, ensure quality of delivered services and point them towards local business opportunities
• Develop global / regional strategy and plan for assigned accounts
• Pro-actively identify opportunities within assigned accounts
• Take the lead on major RFQs for accounts
• Identify DSC's value proposition and high-level solution parameters based on customer requirements
• Develop a structured plan on how to win the opportunity (win-plan)
• Identify and assess business fit of customer with DSC and develop convincing business fit presentation
• Present solution to customer demonstrating clear business value, engage in negotiations and close the deal
• Lead contract negotiations - lead new business implementation where needed and support countries with the same on new projects
• Manage the renewal agenda, ensure current business is profitably maintained
• Build and maintain strong relationships with key decision makers and establish a strong network within the customer organization
• Plan the sales process for large opportunities and coordinate the opportunity team throughout the sales process
• Collect and share knowledge and best practices within sector. Drive community engagement for the sector
• Ensure quality and commercial standards are met

Requirements

• Min. bachelor's degree in business/sales/marketing or related discipline
• At least 10 years of Regional/Asia Pacific experience in sales / business development with knowledge of key markets.
• At least 5-6 years involving strategic management and planning within the EMEC sector.
• Demonstrated role seniority and industry knowledge in order to demonstrate to internal stakeholders and external customers’ deep understanding of the sector as well as the functional expertise and maturity at the Business Development level.
• Strong interpersonal, communication and presentation skills with ability to work well under pressure & independently.