Head-BD-Transport (North)

Drive DSC business and growth agenda < within sector/geography> through the pro-active identification, assessment, pursuit and win of new sales opportunities in addition to effective management of RFQ opportunities

• 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.
• Conduct research on strategically prioritized areas, sectors and target accounts < within sector/ geography> 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 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.
• Collect customer feedback after opportunity and conduct internal Post-Opportunity Review

• Identifies potential changes and plans ahead to adjust goals and implementation plans accordingly.
• Establishes clear, challenging and achievable targets; Champions continuous improvement and innovation; Inspires results and respects through empowerment, accountability, recognition and rewards.
• Maintains effective relationships with customers; Develops, commercializes and delivers high quality/ innovative services and solutions; Inspires customers and gains their commitment.
• Asks for feedback on own performance and behavior. Takes ownership of own development and strives to achieve personal excellence.