Identify and engage prospective partners to form strategic relationships and work with coaches to influence decision makers.
Develop and negotiate commercial frameworks and KPIs (working with Key Account Management).
Develop and deliver plans and solutions focusing on growth and managing the new business pipeline.
Maintain and report pipeline updates to all stakeholders.
Ensure the accuracy of information in the CRM database on a weekly, bi-weekly, monthly, and quarterly basis.
Target potential customers through market research and knowledge management of the pipeline.
Develop a network through DHL BU's and industry leaders as another avenue for prospecting.
Conduct pricing and develop proposals for new business to achieve commercial targets.
Manage RFQs and coordinate solution design and operations teams.
Create value propositions and client presentations to maximize the account's profit and revenue (for new business, i.e., new customers).
Negotiate key contract clauses and engage regional risk and legal teams in the process.
Act as the customer's consultant in finding win-win solutions where DHL value can be added.
Conduct competitive analysis and market research.
Have market knowledge of potential customers (current incumbents and tenure).
Perform gap analysis between reality and tendered business.
Identify additional business or new scope to maximize the customer's portfolio and manage the O2D process.
Identify key areas for continuous improvement and implement initiatives and solutions to maximize service performance by closely collaborating with the operations team.
Process BCA and CAP.
Support regional/global account management teams in developing accounts in other countries by sharing best practices, case studies, and available information.
Requirements
3 to 10 years experience working as Sales/Business Development in Contract Logistics/Supply Chain/Freight forwarding/Import-Export.
Ability to manage multitasking and multiple projects.
Experience in sales and providing solutions based on customer needs.
Strong knowledge of the contract logistics industry in Vietnam.
Experience in CRM software applications (ideally Salesforce).
Strong communication and interpersonal skills with an aptitude for building relationships with professionals at all organizational levels.
Having analytical and problem-solving skills.
Result-oriented with a can-do attitude.
High level of professionalism and maturity.
Ability to work effectively under time constraints and deadlines.
Bachelor's degree / Master's degree in relevant discipline.
