ABOUT MARKETING & SALES DEPARTMENT

The Marketing & Sales division at DHL Global Forwarding serves as a crucial link between clients and various operational and product departments. Its primary objectives include acquiring new business opportunities while also ensuring the retention of existing clientele.

JOB SUMMARY

The BDM of SBC Development, responsible for project management, including identifying and developing SBC accounts. Conducts in-depth research to build future SBC accounts and drives pre-selling activities such as internal mapping of current engagement levels and supply chain decision-making. Aligns with internal stakeholders, including SMT, to build value propositions and win strategies. Ensures target trading and account onboarding to initiate required engagement across levels and manages account transitions for trading accounts. Identifies new projects to target potential business opportunities.

KEY RESPONSIBILITIES

Operational Excellence

• Conduct in-depth analysis of existing data to identify high potential opportunities.
• Scope all possible business opportunities and complete profiling activities.
• Connect with network teams and key stakeholders for complete mapping, including supply chain, key decision-makers, and overall processes.

Strategic Planning and Execution

• Engage with multiple stakeholders to design customer-centric solutions.
• Develop a win plan to onboard identified accounts, ensuring alignment with overall business strategy.
• Analyse RFQs and map high priority SBC target lists to identify and capitalize on key opportunities.

Implementation and Coordination

• Work closely with the SMT on the onboarding process for new accounts, ensuring alignment and active engagement.
• Coordinate with products, network, stations, and regional teams to develop and implement tailored solutions for clients.

COMPETENCIES

Functional Competencies

• Product Knowledge: Thorough understanding of the global forwarding industry, DGF products (AFR/OFR), and business models, with experience in customer relations and trade lanes.
• Building Sales Pipeline: Efficiently managing the sales pipeline from lead generation to closure, ensuring timely follow-ups and conversions.
• Strategic Planning and Execution: Developing and implementing strategic plans to drive Key Account channel growth aligned with organizational goals.
• Customer Relationship Management: Understanding customer needs, preferences, and pain points to tailor solutions and drive customer satisfaction and loyalty.

Behavioural Competencies

• Innovation: Capacity to think innovatively and propose creative solutions to address challenges and seize business opportunities.
• Continuous Learning: Commitment to continuous learning and staying updated with industry trends, sales techniques, and best practices.
• Team Collaboration: Collaborating across teams for smooth operations.

WHO CAN APPLY?

Must Have

• Bachelor's degree is required.
• Proficiency in virtual teamwork, maintaining a motivated team, and addressing individual needs, both internally and externally.
• Strong networking skills across diverse cultures and organizational levels, coupled with conceptual thinking and analytical capabilities.
• 8-10 years of sales management experience, customer-focused orientation, and knowledge of key trading countries and commodities, enhancing demand and lead generation abilities.
• Strong customer orientation coupled with a high level of empathy.

Preferred

• Post-graduate degree with a focus on sales/marketing.
• Experience of working at a multinational freight forwarding company.