Key Responsibilities:

• Proactively identify opportunities within target accounts and respond to incoming RFQs.
• Map and assess stakeholders within assigned target accounts.
• Conduct internal and external research to identify customer supply chain requirements and business objectives.
• Assess opportunities and develop recommendations on pursuit or cancellation based on financial attractiveness, risk, and fit with DSC capabilities.
• Identify DSC's value proposition and high-level solution parameters based on customer requirements.
• Develop structured plans to win opportunities (win-plan).
• Present solutions to customers, demonstrating clear business value, engaging in negotiations, and closing deals.
• Collect customer feedback post-opportunity and conduct internal Post-Opportunity Reviews.
• Maintain effective relationships with customers, develop, commercialize, and deliver high-quality innovative services and solutions.
• Inspire customers and gain their commitment.
• Establish clear, challenging, and achievable targets, champion continuous improvement and innovation.
• Collaborate with internal functions supporting the sales process (Solution Design, Operations, HR, IT, Real Estate, Legal, Finance, etc.), gather required input, and coordinate actions.
• Facilitate knowledge/best-practice sharing within the DSC community.
  
  
  

Requirements

Experience: 12+ Years

Qualification: MBA Degree from a reputed institute or equivalent.

Skills and Competencies:

• Developing and presenting value-based proposals.
• Turning customer interest into actions that close deals.
• Ensuring the process and quality of customer documentation.
• Supply chain knowledge.
• Ability to identify and understand customer needs and business models.
• Skills in developing value-based and innovative solutions.
• Ability to achieve sustainable commercial arrangements.
• Relationship-building skills with customers.
• Integrity, trust, and credibility.
• Leveraging coach networks.
• Developing and using internal networks.
• Ensuring smooth operational hand-over.
• Developing win/account plans.
• Advanced collaboration in cross-BU sales activities.
• Foundation skills in identifying, reviewing and defining sales/sector strategy & opportunities
• Foundation skills in being an intellectual challenger to clients.
• Strategic thinking and prospecting, including assessing and prioritizing opportunities and developing opportunity plans.
• Ability to work across the business, producing business cases, understanding cross-BU synergies, and communicating advantages to future customers.
• Strong understanding of financial/commercial principles and DHL policies.
• Trusted by regional customers for reliability and respectability.
• Selling and influencing, including building and maintaining customer relationships and developing commercially viable and innovative solutions.
• Understanding client aspirations and readiness to accept commercial propositions.
• Compliance with the DSC sales process and use of approved tools.
• Ability to develop and present compelling business/solution fit presentations.
• Proactive identification and analysis of relevant information on target accounts.
• Ability to identify new, innovative, cross-BU solutions that demonstrate clear business fit with customer supply chains.