Job Purpose

Support to develop and administer business development plans and processes to generate new/ additional business, maximize profit and grow market share in line with business strategy, financial objectives, Group guidelines and policies

Differentiator

• Apply practical knowledge of job area typically obtained through advanced education and work experience
• Work independently with general supervision
• Problems faced are difficult but typically not complex

Key Tasks

• Support administration of business development plans and processes to achieve targeted customer growth and retention rate, revenue targets and budgets
• Develop new business and maximize exposure for DHL amongst targeted prospects
• Use information and insights from market studies and feasibility studies to assess market potential
• Identify new business development opportunities and initiate contact with prospects
• Identify prospective customer needs and matches these with DHL’s services
• Pursue leads, conduct pre-proposal visitations, prepare proposals and discuss terms of sale to close
• Develop relationships with prospects and potential key accounts
• Initiate new business relationships with non-buying accounts that have been targeted by the company
• Coordinate for meeting customer requests and sell services that are being promoted
• Coordinate sales efforts with inside sales and provide flow of data on account competitors and suppliers to product management
• Identify problems that may not be clear in own area of authority and modify work methods accordingly without the benefit of defined procedures
• Explain facts, practices, policies, etc. to both internal and external parties adhering to narrowly defined procedures, standards and guidelines

Stakeholders

• May influence others within the job area through explanation of facts, policies and practices
• Support and interact primarily with colleagues of own function
• Build relationships and understand customer and key stakeholders interests and concerns
• Address task-related issues appropriately to maintain work relationships

Management Responsibility

Individual contributor without direct responsibility for leading others

Skills

New Business Development, Account Management, Selling, Cross-Selling, Persuasion, Customer Value Proposition, Value Added Services, Sales Proposals, Contract Negotiation, Sales Forecasting, Revenue Growth, Change Management, CRM, Entrepreneurship, Marketing, Sales Channels, Salesforce, DHL Business Knowledge, Business Processes, Business Strategy, Market Research, Project Management, Stakeholder Management, Influencing, Feedback, Presentation & Storytelling, Facilitation


Qualifications & Key Requirements

Education Level

• Bachelor’s Degree or equivalent experience/qualification

Experience Level

• More than 2 years