Role Outline

Implement business development plans and processes to generate new/ additional business, maximize profit and grow market share in line with business strategy, financial objectives, Group guidelines and policies.

Key Responsibilities

• Implement business development plans and processes to achieve targeted customer growth and retention rate, revenue targets and budgets.
• Deliver complex projects and initiatives to develop new business and maximize exposure for DHL amongst targeted prospects.
• Deliver market studies and feasibility studies to assess market potential and analyse target groups.
• Prospect new business development opportunities through market research, developing marketing initiatives, etc.
• Initiate contact with targeted prospects, identify decision makers and work to understand strategic business challenges and priorities.
• Assess prospective customer needs and matches these with DHL’s services.
• Develop leads, conduct pre-proposal visitations, prepare complex proposals, and conduct negotiations to close.
• Acquire, develop and maintain relationships with prospects and potential key accounts including prospects highest buying levels and coordinate the activities of prospect-focused teams.
• Aggressively seek and initiate new business relationships with non-buying accounts that have been targeted by the company.
• Partner with local, district and regional management to coordinate customer requests and services that are being promoted.
• Be aware of key trends and developments impacting business impacting own business development plans.
• Coordinate sales efforts with inside sales and provide flow of data on account competitors and suppliers to product management.
• Regularly enhance quality or value of existing business development methods and techniques and resolve problems that may not be clearly defined.
• Convince external parties to accept complete proposals and programs, typically others have an interest exists to accept new concepts, practices and approach.
• Provide support on issues and problems from less experienced/ new team members, provide direction and guidance as needed.
• Successful delivery of new business opportunities.

Qualifications & Experience

• Matric.
• Degree or equivalent in relevant field.
• Minimum of 6 years of experience in Sales or Account Management.
• Experience in Contract Logistics Industry.

Functional competencies & Skills

• New Business Development, Account Management, Selling, Cross-Selling, Persuasion, Customer Value Proposition, Value Added Services, Sales Proposals, Contract Negotiation, Sales Forecasting, Revenue Growth, Change Management, CRM, Entrepreneurship, Marketing, Sales Channels, Salesforce, DHL Business Knowledge, Business Processes, Business Strategy, Market Research, Project Management, Stakeholder Management, Influencing, Feedback, Presentation & Storytelling, Facilitation.

Stakeholders

• Convince other subject matter experts to accept new concepts, practices, and approaches.
• May cooperate with and coordinate 3rd parties e.g., external service providers.
• Build strong, trusting cross-functional relationships with DHL managers.
• Understand customer and key stakeholders’ interests and concerns and advise direct reports, customers and key stakeholders.
• Provide technical guidance to line managers and employees.

Management Responsibility:

• Individual contributor who may manage two or fewer employees.
• May direct the work of other lower-level professionals or manage processes and programs.
• Coach, review and delegate work to lower-level professionals.

DPDHL Core Competencies & Skills

• Strong analytical skills.
• Maintains effective relationships with customers.
• Develops and delivers high quality / innovative products, services or solutions.
• Focuses on customer needs and gains their commitment.
• Gains management / colleague support to meet customer needs.
• Ensures strategies / plans are aligned and reflect others’ views.
• Develops strategies / plans aligned to broader organizational strategy.
• Communicates strategy.
• Establishes clear, challenging and achievable objectives.
• Aligns resources and the organization within own area of responsibility to achieve objectives.
• Regularly reviews and communicates progress against objectives and adjusts as needed.
• Champions continuous improvement and innovation.
• Inspires results and respect by empowerment, accountability recognition and rewards recognizing the contribution of others.
• Provides employees, colleagues and business partners with candid and regular feedback.
• Provides employees with development opportunities.
• Supports employees with career opportunities.
• Inspires others to develop themselves.
• Conveys a clear sense of personal goals and values.
• Actively seeks feedback to improve performance.
• Develops new skills and modifies behaviours based on feedback.
• Takes personal responsibility for career and development.