• Identify and engage prospective partners to form strategic relationships and working with coaches to influence decision makers
• Development and negotiation of commercial framework and KPI's (work with
Key Account Management)
• Develop and deliver plans and solutions focusing on growth and managing new business pipeline
• Maintain and report pipeline updates to all stake holders
• Ensure accuracy of information on CRM database on weekly, bi-weekly, monthly and quarterly basis
• Target potential customers though market research and knowledge and manage pipeline
• Develop network through DHL BU's and industry leaders to as another avenue for prospecting
• Conduct Pricing, develop proposal for new business to achieve commercial target
• RFQ management and coordination of solution design and operations teams.
• Create value proposition, client presentation to maximize the account's profit and revenue (For new business, i.e. new customer)
• Negotiate key contract clauses and engaging regional risk and legal teams in the process
• Be the customer's consultant in finding win-win solution in where DHL value can be added
• Competitive analysis & market research
• Market knowledge of potential customers (current incumbents and tenure)
• Perform gap analysis between reality and tendered business
• Identify additional business or new scope to maximize customer's portfolio and manage O2D process
• Identify key areas for
continuous improvement and implement initiatives & solutions to maximize service performance by closely collaborating with operations team
• Process BCA & CAP
• Support regional/global account management team to develop the accounts in other countries by sharing of best practice, case study, available information
• 3 to 5 years' experience of working as Sales/
Business Development in Contract Logistics/Supply Chain/Freight forwarding/Import-Export
• Ability to manage multi-tasking and multi-projects
• Experience in sales and providing solutions based on customer needs
• Strong knowledge of contract logistics industry in Vietnam
• Experience in CRM software application (ideally Salesforce)
• Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels.
• Having analytical and problem solving skills
• Result-Oriented & Can-do Attitude
• High level of professionalism and maturity
• Ability to work effectively under time constraints and deadlines
• Good written and spoken English
