Business Development Manager - Key Accounts

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 Business Development Manager for Key Accounts executes global/regional sector strategies at the country level, managing CSI/MNC client relationships and strategically acquiring and retaining key customers. They plan and oversee accounts, collaborate with CRMs on account activities, and gather market insights to align product and trade strategies with customer needs and market conditions, contributing significantly to business growth and customer satisfaction.

KEY RESPONSIBILITIES

Customer Relationship Management and Strategic Planning

• Manage relationships with assigned list of CSI/MNC and SC customers and prospects, serving as the primary contact and coordinating account activities.
• Identify and prospect for Strategic Customer targets to acquire new customers and align Key Account activities with global/regional sector strategy.

Financial Management and Business Development

• Deliver regional and/or country customer budgets, ensuring good contractual performance, and proactive planning.
• Work on regional customer initiatives, implement global business plan contents, and manage accounts effectively to drive revenue growth.

Collaboration and Communication

• Collect relevant customer information for RFI/RFP/RFQ processes, prepare documents for operational handover, and ensure compliance with SLAs and SOPs.
• Coordinate with CRMs on account planning, customer inquiries, and business reviews, updating CRMs and executive sponsors regularly on business-critical issues.
• Consult with CRMs and Sector Heads on potential solutions and best practices, fostering collaboration and driving continuous improvement in customer engagement and satisfaction.

COMPETENCIES

Functional Competencies

• 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.
• Attention to Detail: Consistently maintaining accuracy and precision in tasks.
• Quality Orientation: Commitment to delivering high-quality results and services.
• Initiative: Taking proactive steps to improve processes or address issues without waiting for direction.
• 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 customer-facing 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.
• Strong analytical, problem-solving and organization skills.

Preferred

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