Develop and leverage constructive relationships within target accounts to gain access to key decision makers and establish coach network.
Continuously review business potential and identify potential business opportunities.
Conduct research meetings with the customers and leverage coach network to understand the customer's organization, requirements and business objectives.
Present solution proposal and business fit to decision makers, engage in negotiations and close the deal
Collaborate with internal functions that support the sales process (Solution Design, operations, HR, IT, Real Estate, Legal, Finance, etc.), gather required input and coordinate actions.
Work in close cooperation with customer operations teams (ensure quality, improve performance).
Facilitate knowledge/ best-practice sharing between DHL supply chain community.
Draft vision and target for assigned target accounts.
Conduct research on strategically prioritized areas, sectors and target accounts. To identify potential areas for business opportunities.
Pro-actively identify opportunities within target accounts and answer incoming RFQs.
Map and assess stakeholders within assigned target accounts.
Conduct internal + external research to identify customer's supply chain requirements and business objectives.
Conduct opportunity assessment for identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with DSC capabilities.
Identify DHL supply chain 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 DHL supply chain and develop convincing business fit presentation.
Present solution to customer demonstrating clear business value, engage in negotiations and close the deal.
Collect customer feedback after opportunity and conduct internal Post-Opportunity Review
Minimum 10 years of working experience in logistics industry. Ideally working across Sales and Distribution functions.
Strong Communcation Skills
Business diploma/ degree post-Graduation preferable
