Role Summary
DSV is seeking an experienced and highly motivated Business Development Director to join our global business development team.
The successful candidate will have a proven track record of global business development in one or several of the following focus industries Healthcare, Technology and / or Aerospace. The candidate will have a strong passion for sales, and be highly driven to succeed.
The role is 80% hunting and 20% farming new business from target MNC customers where he or she owns and develops the relationship with Global decision makers in Asia-Pacific.
Key Responsibilities
Business Development
- Identify target customers basis potential, fitness with DSV service offerings, relationships and focus verticals
- Develop a strategy for the targeted accounts including clearly defined opportunities that matches the customer’s expectations to where they would like to see DSV play
- Document customer development plans in account plan and capture the sales activities in Dynamics CRM for a healthy pipeline and effective pipeline management
- Lead the qualification of DSV as an approved provider including carrying out qualitative assessments, put in place master service agreements, credit agreements etc.
- Build strong partnerships with decision makers and key influencers at target customers and galvanize all relevant elements of the DSV organization to ensure we cover all stake holders at the customer locally, regionally and globally
- Develop winning RFQ proposals
Account Development
- Work closely with Account Management and Operations to ensure DSV delivers and exceeds the agreed service levels
- Manage escalations and develop effective corrective and preventive action plans.
- Organise and lead quarterly business reviews
- Proactively identify new opportunities and expand our share of customer’s logistics
- spend, through upselling Air & Sea services and cross-selling to other divisions
- Work closely with customers to intimately understand their goals, strategic initiatives and needs, constantly adapting DSV’s service offerings and delivery
- Develop knowledge of best practices and new ideas within product, operations and relevant industry verticals, and tailor these into solutions for the customer
- Drive spot quotes and tender success through effective engagement with customer, product, countries and the tender desk
Stake Holder Management
- Engage divisional management on new opportunities for customer sponsorship and to allocate resources and remove red tape.
- Provide stakeholders with full visibility of account activities and performance
- Communicate effectively in a truly global environment by providing guidance to operations, account management and management
Qualifications
Knowledge & Skills
- Exceptional customer engagement and communication skills
- Demonstrated sales skills and the ability to follow through on leads
- Well-developed time management skills - ability to work to deadlines. Multitasking is essential
- Business acumen – dealing with complexity, problem solving using sound judgment.
- Identifying critical operational or other issues and recommending solutions
Education & Training
- Bachelor degree or above in related field
Experience
- Min. 10 years of experience in freight forwarding, and airfreight forwarding specifically
- Min. 7 years selling to senior decision makers in focus verticals
Personal Characteristics
- High on energy, focus, motivation, accountability
- High level of integrity and professional working standards
- International mindset, presentable and articulate, able to work under pressure, result-oriented and customer-focused
