Job title: Sr.Dir of Business Development, Americas-OMS
Job Location: Newark, New Jersey.
Purpose of the Role
- Manage Business Development function in the Americas
- Direct the RFP process
- Direct the management of the sales pipeline
- Direct the maintenance of business development reporting at both a regional and global level
- Direct both internal and external marketing programs
- Direct the identification new customers and markets
- Manage regional pricing in conjunction with global stakeholders
- Pursue service excellence, optimum productivity, profitability and effective use of resources
- Provide overall strategic leadership and promote a spirit of teamwork
- Allocate resources effectively to ensure operational excellence and to motivate staff through effective leadership and career-pathing
- Act as a senior point of contact and/or escalation for customers
- Provide coaching on best practices with the overall objective to constantly improve processes
- Actively engage with implementation of new customers and the addition of new functionality with existing customers, in conjunction with Customer Implementation, Business Solutions, Operations and IT teams
Geographical Coverage
Reporting Relationships and Communication
Reports to:
- Vice President OMS Americas
- Direct Reports:
- Managers of Business Development
- Director of Marketing & Strategic Development
- Communicates and coordinates with:
- All levels of OMS staff in all regions to affect needed change
- Other DGF business unit where appropriate
Key Accountabilities / Roles & Responsibilities / Tasks
- Organizational
- Direct others in the completion of assignments through knowledge sharing
- Provide direction and decision support to staff
- Direct training and development
- Allocate and manage overall team resources including hiring, discipline and termination of tenure
- Monitor vacations and sick time and executing reviews and incentive schemes for direct reports and managing HR related issues
Operational
- Drive an assigned geography and/or subset of customers, delivering continued pipeline development and new business wins
- End-to-end ownership of new customer acquisition, including win planning, value proposition creation and delivery, stakeholder management, and both commercial and technical proposals
- Drive new and incremental profitable business through technical sales expertise
- Build/maintain sustainable relationships with potential customers
- Ensure alignment of different ISC regions and functions as part of building complete winning value proposition for prospective clients
- Maintain and develop extensive supply chain management knowledge and expertise that can help differentiate DHL from the competition
- Collaborate effectively and extensively with wider DPDHL network in terms of both solution and overall pipeline development
Personnel
- Manage staff training and development to promote operational excellence and staff development
- Drive performance excellence
- Recognize and manage staff diversity, performance and or personality conflicts
- Leverage the competencies of project team members and internal/customer resources to enhance project quality and accelerate results
Skills and Knowledge
- Demonstrated high level of commitment, very dynamic
- Sensitive to urgency and able to work/keep focus under pressure
- Very High level of Influencing skills to be used externally and internally
- Ability to develop and communicate (internally and externally) complex and integrated commercial solutions at a high level
- Fully capable of executing at each stage of the sales cycle – initial relationship development, basic solutions design, systems demonstrations/expertise, presentation building, value proposition construction, and gaining senior executive buy-in
- Strong communicator at all levels; from clerical staff to board level both within and external to DHL
- Substantial knowledge of all supply chain products – Origin, Freight, DC, Transport, Visibility Systems, and good working knowledge of Contract Logistics (DC and Transport) operations
- Systems and/or IT experience is a bonus, including around EDI/API integrations, WMS, ERP, and TMS applications
- SaaS experience in either direct or indirect function is preferred but not required
- Project management experience a large plus including driving new systemic solutions and/or implementing a product development strategy
- Substantial Knowledge of Documentation and Global trade flows across the end to end supply chain
- Experience of developing international solutions of no less than 5 years for global customers working at a senior / board level
- Excellent Commercial Negotiator at Senior Management / Board level
- Experience of working with customers across Sectors and Regions
- Demonstrable and High Level working knowledge of operational and commercial models globally
- Understanding of Market Characteristics and Market Dynamics across Sectors and Countries
- High Level Change Management experience
- Reach decisions under conditions of uncertainty
- Strong analytical skills combined with a systematic problem solving approach
- Competency in Microsoft office tools: Word, Excel, PowerPoint, Visio, etc.
- Cross-cultural competence
Qualifications and Key Requirements
Education
- Bachelors Degree or equivalent in a relevant business or technical subject.
- Master’s Degree or equivalent in a relevant business or technical subject is a plus
Experience (Depth & Breadth)
- Minimum 5-7 years Business Development experience with expertise in 3PL origin management and destination services; end to end supply chain
- Increasingly progressive growth in levels of responsibility and scope
Languages
- Fluent in English
- Spanish and/or Portuguese are a plus
Travel Requirement
- Position has an America’s responsibility, which requires moderate travel.
- National Travel (% away from job location)
- 20 to 30%
- International Travel (% away from job location)10%
Job Location and Flexibility
Benefits: (All non-union employees)
- Total Compensation Package: We offer a competitive base salary.
- 401(k) with a match: Pre-tax 401(k) contribution plan comes with a $1 for $1 match up to 4% quarterly, plus a 2% base contribution annually to help you save for retirement.
- Stock Purchase Plan: Eligible employees can purchase Deutsche Post AG shares at a 15% discount and benefit from the Group’s success as shareholders.
- Medical: We offer comprehensive healthcare plans covering preventative care, inpatient and outpatient services, and prescription drugs.
- Vision: Optional coverage for eye exams, frames, and contact lenses.
- Dental: Optional coverage for preventative, major, and basic dental services.
- Holiday / Paid Time Off: The company provides paid time off for 7 major holidays each calendar year (New Year's Day, MLK Day, Memorial Day, Independence Day, Labor Day, Thanksgiving Day, and Christmas Day), plus 8 floating holidays, and accrued vacation days.
Why join DHL Global Forwarding?
We are part of Deutsche Post DHL, the world’s leading logistics provider with operations in over 220 countries. Visit our career site on the web at https://www.logistics.dhl/us-en/home/careers.html
DHL GLOBAL FORWARDING HAS BEEN RECOGNIZED EXTERNALLY AS TOP EMPLOYER AND
A GREAT PLACE TO WORK !
WHY DOES THIS MATTER TO YOU?
- It means that when you partner with DHL Global Forwarding you’re working with an ethical and socially responsible company.
- We believe that when people love to come to work, they give more, try harder for their Customers, and are proud of the service they give.
- And that’s why external organizations have granted us different accolades for our people practices
Our Vision: The Logistics Company for the World
Our Mission: Excellence. Simply Delivered.
Our Purpose: We connect people, improving their lives.
Our Values: Respect & Results
Our Goals: Employer, Provider, and Investment of Choice, Living Responsibility
At DHL Global Forwarding we cultivate a culture that values both respect and results, placing a strong emphasis on fostering a diverse and inclusive workforce.
DHL Global Forwarding is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.
Work Authorization:
DHL Global Forwarding will only employ those who are legally authorized to work in the United States. This is not a position for which visa sponsorship will be provided. Individuals who need sponsorship for work authorization, now or in the future, are not eligible for hire for this role.
About DHL Global Forwarding (DGF):
DHL Global Forwarding (DGF) is the world leader in air freight services and one of the leading providers of ocean freight services. Around 30,000 employees work to ensure the transport of all kinds of shipments by air or sea. DGF's logistics solutions span the entire supply chain, from the factory to the shop floor. They also include special transport-related services.
Our business model is very asset-light, as it is based on the brokerage of transport services between customers and freight carriers. We consolidate shipments to achieve higher volumes, purchase cargo space at better conditions and optimize network utilization. Our global presence means we can offer a variety of routing options and meet our customers'increasing demand for multimodal shipments.
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