Regional Business Development Manager, CENAC

Panama-Stadt, Provincia de Panamá, Panama DHL Global Forwarding, Freight req83051 28/08/2019
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Description:
• Develop and leverage constructive relationships within target accounts to gain access to key decision makers
• Continuously review business potential and identify potential business opportunities
• Conduct research meetings with the customers and leverage 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
• Collaborate with internal functions that support the sales process (product, operations, HR, IT, Finance, etc.), gather required input and coordinate actions
• Work in close cooperation with customer operations teams (ensure quality, improve performance)
• Facilitate knowledge/ best-practice sharing between DGF community (within sector/ geography)
• 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 DGF capabilities
• Identify DGF'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 DGF and develop convincing business fit presentation
• Collect customer feedback after opportunity and conduct internal Post-Opportunity Review
• Maintain access to key target account stakeholders, position DGF and continuously review business opportunity potential
• Prepare, conduct and accompany handover to operations after closure, act as the customer's prime contact until handover to Operations/ Account Management is finalized
• Plan the sales process and coordinate the opportunity team throughout the sales process
• Collect and share knowledge and best practices (also cross-country)
• Collect and review input from opportunity team (e.g. HR, IT, etc.), ensure quality and commercial standards are met
• Act as an interface between customer and DGF internal functions, collect and distribute required information
• Analyze collected data together with functional experts (Operation, Product, IT, HR, Finance, etc.) and support solution development
• Independently design standar

Zahlen und Fakten

  • Arbeitszeiten

    48

  • Geschäftsbereich

    DHL Global Forwarding Panama

  • Reisetätigkeit erforderlich

    Unter 50%

  • Beschäftigungsart

    Unbefristet Vollzeit

  • Arbeitserlaubnis erforderlich

    Nein

  • Schichtarbeit

    Tagschicht

Jetzt bewerben