Business Development Manager, Life Science & Healthcare (Clinical Trials Logistics)

Boston, Massachusetts, USA Customer Solutions & Innovation 33982 1. July, 2020
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DHL’s Customer Solutions & Innovations (CSI), one of the business units of DHL, is a globally dedicated organization which simplifies the DHL customer experience by providing a single customer interface and developing innovative industry-tailored solutions for DHL’s largest global customers. Come discover the unique, international spirit of DHL where your commitment is recognized and rewarded.

We are looking for a Business Development Manager (BDM) for our Life Science & Healthcare sector

who will take care of one of the future growth of our business in the area of Clinical Trials Logistics (CTL). As a BDM CTL you will be responsible to build customer value through strong relationships, aligned strategies & approach resulting in a sustained profitable growth for DHL. We are looking for someone with a strong self-starter and hunting mentality who will support us in bringing the CTL area into its next chapter of growth.

Location: East Coast, USA

Reporting Line: VP Life Sciences & Healthcare

Key Accountabilities

Building CTL Pipeline and Growth

  • Drive our growth agenda by identifying promising opportunities within key players of the Clinical Trials area, translating them into X-BU projects and developing winning solutions

  • Building a strong pipeline of opportunities and be able to close them

  • Identifying key trends in this area and anticipating changing customer demands

Strategic customer engagement & planning

  • Lead strategic customer dialogues with global decision makers in the field of R&D logistics to identify customer's business objectives, Clinical supply chain requirements & challenges

  • Create future opportunities by translating customer needs & business trends into potential solutions

Relationship & opportunity development

  • Position yourself as a strategic resource in developing innovative solutions for the area of CTL.

  • Proactively identify opportunities and develop recommendations on a global & regional level based on financial attractiveness, risk and fit of customer requirements with DHL capabilities

  • Manage the renewal agenda in a proactive manner at a global and regional level

Preparing, winning & implementing the deal

  • Create and present high complexity solutions to customer demonstrating clear business & solution fit

  • Ensure common understanding of service expectations & solutions both with the customer, DHL countries/regions & within CSI

  • Working closely with the Clinical Logistics teams in all DHL Divisions to develop and deploy effective solutions that meet the customer needs

  • Challenge solution delivery team to ensure customer inputs & requirements are translated into DHL offer

Service management & account maintenance

  • Act as key contact for customer and channel the communication toaccount teams and DHL internal functions

  • Support effective Customer Satisfaction Survey (CSS) process & drive follow up activities to increase customer satisfaction year-on-year

Strategic Thinking & Targeting

  • Translate customer strategy into meaningful business opportunities of value for DHL divisions extended to board level independently, and ensure buy-in for the same

  • Proactively identify best fit opportunities for DHL across regions/products/solution

Selling & Influencing

  • Develop & articulate business and solution fit that reflects customer’s requirements, sector & product knowledge

  • Develop proposals that adhere to internal guidelines & commercial standards

  • Prepare for commercial discussion by identifying customer’s buying criteria & developing strong pricing & negotiation strategies that incorporates knowledge of competitor’s position

Developing Commercially Viable & Innovative Solutions

  • Proactively offer x-divisional solutions for the Clinical Trials Logistics area that leverage all relevant products & capabilities of DHL divisions

  • Engage customers through consulting studies & customer workshops to identify opportunities to offer innovative solutions, by leveraging a broad network of resources internal and external

  • Understand key DHL & customer’s business drivers (e.g. revenue, cost) & anticipate impact of business decisions & solutions based on the macro-economic environment

Working Across the Business

  • Coordinate divisional account team (e.g. monthly team calls) and ensure that necessary resources are available on a global scale

  • Involve relevant CSI & divisional key stakeholders & secures buy-in & support for CDP, solution offering and implementation

Skills & Qualifications:

  • University degree required. Preferably Business, Logistics or related. (10-15 years commercial experience with Bachelor's degree; or 8-12 years with a Master’s degree.)

  • 5-7 years’ experience in the Life Sciences Logistics Industry, with an excellent understanding of the requirements within the Clinical Trials Logistics area in particular

  • Excellent understanding of the Clinical Trials Logistics set-up and the roles the different players perform (Sponsors, CROs, CMOs, LSPs,…)

  • Experience in working on the Customer R&D Logistics area, or within a CRO or CMO, or Specialty Courier environment

  • 5-7 years combined commercial andcommercial management experience required

  • 5 years’ Consultative Selling experience working at Board level in an international environment required

  • 5 years’ experience in solution design, operational, performance and project management

  • Knowledge of key CRM tools and system, preferably SalesForce

  • Excellent analytical & problem solving skills

  • Effective presentation & facilitation skills

  • Excellent business English (written and oral)

  • Structured work approach with an eye for the detail

  • Must possess networking and strong negotiation skills

  • International exposure and cultural sensitivity

  • Excellent knowledge of the different drivers within the CTL environment and a proven strength to translate opportunities into winning solutions

  • Ability to engage and lead discussions at board level with senior management

  • Ability to work independently and within a team to deliver results

  • Ability to lead and influence without formal authority

  • Ability to adapt and perform under changing and uncertain conditions

  • Ability to manage virtual, global teams

  • Willing to undertake (extensive) regional and partly international travel

DHL is an equal opportunity employer.We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other protected characteristics.

Equal Opportunity Employer, Disability/Vets. Click here for EEO Statements and Reasonable Accommodations.

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    DHL Customer Solutions & Innovations (USA) Inc.

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