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

As the Business Development Manager, you will spearhead the expansion of the business by identifying and capitalizing on opportunities from both potential clients and our existing customer base. Beyond conventional sales, your role extends to creating SOPs, fostering inter-departmental collaboration, and harnessing the power of Sales360. Your key focus lies in comprehensively grasping customer requirements and harnessing DGF's freight forwarding proficiency to provide personalized solutions.

KEY RESPONSIBILITIES

Sales Cycle Management

• Lead the entire sales process from lead generation to successful conversion.
• Facilitate seamless payment processes to ensure timely closure of deals.
• Conduct regular reviews to monitor business performance and adjust strategies as necessary.
• Develop and manage a robust sales pipeline to achieve individual and team targets for profitable volume growth.
• Utilize DHL’s Sales360 application to enhance sales efficiency.

Customer Relationship Management

• Gain insights into customers' core requirements and offer tailored solutions to drive profitable business relationships.
• Proactively address service issues and resolve them in a timely manner.
• Collaborate with existing clients to increase their share of wallet through value-based selling.
• Identify and onboard new clients that align with our service offerings and values.
• Managing internal and external stakeholders to aid in the development of products and solutions that align with market demands.
• Collaborate with colleagues from product and customer service divisions to meet customer expectations effectively.
• Gain insights into customer requirements and propose tailored solutions to address their needs.

COMPETENCIES

Functional Competencies

• Building Sales Pipeline: Efficiently managing the sales pipeline from lead generation to closure, ensuring timely follow-ups and conversions.
• Product Knowledge: Deep understanding of products like Air and Ocean, enabling effective communication of value propositions to clients.
• Sales Tools Utilization: Utilizing Sales360 tool effectively to track sales activities, manage customer relationships, and enhance productivity.
• Customer Focus: Dedication to understanding customer needs and delivering tailored solutions that exceed expectations.

Behavioural Competencies

• Resilience: Ability to handle rejection, setbacks, and pressure inherent in sales roles, maintaining a positive attitude and determination.
• Continuous Learning: Willingness to learn and improve skills to enhance performance.
• Quality Orientation: Commitment to delivering high-quality results and services.
• Team Collaboration: Collaborating across teams for smooth operations.

WHO CAN APPLY?

Must Have

• Bachelor's degree is required.
• 5-6 years of hands-on experience in sales roles, preferably within the freight forwarding, shipping, or logistics sectors.
• Excellent verbal and written communication skills to convey ideas, negotiate deals, and address concerns effectively.

Preferred

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