DGF Role Profile
Organisational Background Information
Role Title : Business Development Executive
Business Unit : DHL Global Forwarding
Location : Field based and can work from Dublin, Shannon, Cork DGF Office
Scope of Role :
Business development in a territory for Air, Ocean and Road and also an element of account management for a number of country accounts based in your territory and lead the implementation of functional strategy to expand and maintain customer base, deliver net growth, revenue, profitability and service targets for new business growth in line with country strategy, financial objectives, Group guidelines and policies.
Reports to : Head of Sales and Marketing
Days & Hours of Work : Monday – Friday, 9am – 5:30pm, or such hours deemed necessary to fulfil the
requirements of the role
Role Profiler : Head of Sales and Marketing
Accountabilities
Key activities
- Key Accountabilities Develop regional sales and account strategy in your region including account planning, revenue targets, service goals, etc. considering country business strategy, financial objectives, Group guidelines and policies
- Oversee and control sales activities and initiatives related to business development in your region with significant impact on overall results and objectives
- Review regional portfolio strategy to achieve alignment with country’s business plans
- Contribute to defining pricing strategies, contract negotiations for the new accounts in your region.
- Steer key account retention, business growth, sales results and profitability for your region.
- Engage with senior management of key accounts in support of business development and transformational deals
- Support country key accounts and drive internal and external collaboration, and cross selling activities within the region with DHLE and DHL SC.
- Endorse sector and customer management within the country by developing country sector strategy, consolidation of industry demands and ensuring best practice sharing
- Coordinate activities of functions where the customer has direct contact to provide consistent and cohesive services
- Understand and keep up to date with market trends and customer requirements at country level, translate products into solutions to meet their needs
- Monitor competitive activity and disseminate information to relevant parties with country level accounts
- Analyze complex issues and modify account management methods and techniques for enhanced efficiency and effectiveness
- Ensure operational compliance to all revenue and international trade legislative requirements, and all requirements under Data Protection
- Legislation in addition to all DGF IE policies and procedures (H&S,Quality, Environmental, HR, etc), and work in a manner that supports the Company environment programme
Competencies
- Relationships with others
- Communicates in an open and honest manner
- Treats others with respect, develops trust and values
- Demonstrates sensitivity to diversity, e., culture, gender, age, religion, race disability.
- Develops effective relationships with employees, peers, and
- Confidence in dealing with all levels in the business over the telephone and also on a face-to-face basis.
- Ability to remain calm when dealing with difficult
- Good listening skills and ability to respond in a clear, respectful
- Commitment to fulfilling their role in a team
- Supportive approach to other team members
- Shares information, knowledge, ideas, and experience freely with
- Commits to team decisions and contributes to building a team
- Works collaboratively with others to achieve team or business
- Establishes acceptable levels of quality and quantity of work; reviews, recognises and supports achievement
- Encourages and motivates team members and work colleagues
- Basis decisions on how his/her actions impact on customers and DHL
- Builds and maintains effective relationships with customers, suppliers, and other departments.
- Focuses on the needs of customer and seeks to meet and exceed expectations
- Quickly and practically solves problems, seeking advice where Appreciates what customers want and continuously strives to meet customer expectations.
- Identifies issues, problems, and opportunities
- Deep dives to identify root causes of issues
- Applies formal problem-solving techniques
- Evaluates risk
- Gathers information and analyses cause and
- Quickly and practically solves
- Establishes effective work processes and
- Documents and communicates awareness of the problem, solution and action taken.
- Achieves work targets and is willing to take on additional roles/responsibilities.
- Continuously reviews current processes
- Seeks and is open to feedback from others
- Always behaves in a manner consistent with DHL's values
- Demonstrates a positive attitude to change
- Flexible approach to work
- Looks for opportunities in a changing situation
- Provides detailed advice to others
- Takes initiative to keep skills up to date
- Ability to organize own workload across a range of responsibilities & meet deadlines
- Ability to select appropriate procedures
- Ability to follow procedures
- Ability to meet procedural deadlines
- Ability to improve an existing procedure
- Ability to create a procedure
- Ability to work with lots of data to high level of accuracy
- Ability to apply high attention to detail to written (text) documents
- Ability to follow through on procedures and ensure completion
Skills / Qualifications:
- Expected years of experience (minimum)
- Minimum 3 years’ experience working in a freight forwarding commercial key account sales position
- High profile product knowledge with in-depth freight forwarding operational background
- Customer facing and service-oriented mentality with experience working with large complex customers
- Self-directed working style
- Results driven
- Strong influencing, negotiation and presentations skills; the ability to communicate effectively at peer and senior management and board level essential
- Ability to build relationships and engage effectively with key DHL Products and support functions
- Excellent time management and organization with Ability to manage various projects/tasks across cross-functional teams, namely between product and pricing teams
- Ability to create collaborative work environments
- Strong MS Office skills: Excel, PowerPoint
- Relevant third level qualification desirable
- Comprehensive knowledge of supply chain
- Excellent MS Office Skills
- Full clean driving licence
The above statements are intended to describe the general nature and level of work performed by people assigned to this role. They are not intended to be construed as an exhaustive list of all job duties performed. The Company reserves the right to revise or amend duties at any time.
