Job BriefThe Business Development Manager is responsible for acquiring new business and developing strategic customer relationships within the assigned territory/segment.
This position is a remote position based in New Jersey.
SUMMARY:
The Business Development Manager is responsible for acquiring new business and developing strategic customer relationships within the assigned territory/segment. This role focuses on building and converting a qualified pipeline, identifying high-potential opportunities, architecting customer solutions, and negotiating commercial agreements that support profitable growth. The Business Development Manager partners closely with cross-functional teams to win new business, ensure a smooth onboarding transition, and expand DHL eCommerce's market position across all relevant product offerings.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Prospecting & Pipeline Generation:
- Build and manage a qualified pipeline of high-value prospective customers within the assigned territory / target segment.
- Conduct proactive prospecting through outbound outreach, referrals, industry networking, and lead follow-up.
- Qualify opportunities based on strategic fit, profitability potential, and implementation feasibility.
- Develop and implement sales strategies to maximize revenue by targeting multiple prospects.
- Identify and secure new business opportunities within the assigned geographic territory to drive growth.
Market Development:
- Conduct research and market analysis to identify growth opportunities.
- Support business development initiatives, partnerships, and competitive analysis to strengthen DHL's position in the market.
- Establish and maintain relationships with cross-business units, third-party vendors, and other partners to support sales initiatives.
Opportunity Management & Deal Architecture:
- Assess customer business needs and translate them into commercially viable DHL solutions.
- Architect deal structures that balance customer requirements, service feasibility, implementation readiness, and DHL's commercial objectives.
- Lead pricing and contract negotiations with a clear understanding of growth, profitability, and long-term customer value.
- Build relationships with multiple stakeholders within customer organizations, including senior decision-makers, particularly for larger and more complex opportunities.
- Partner with internal teams across pricing, implementation, operations, and other support functions to progress opportunities and support successful deal closure.
- Conduct presentations and facility tours to demonstrate DHL eCommerce's capabilities and value propositions.
Closing & Structured Handoff:
- Close deals and document commitments
- Ensure a structured transition of newly won accounts to the Key Account Manager and implementation teams, including commercial intent, solution scope, pricing assumptions, customer objectives, and key risks.
Performance & Reporting
- Track pipeline progression, forecast accuracy, and opportunity conversion to ensure alignment with growth objectives.
- Maintain accurate opportunity records, customer requirements, pricing assumptions, and handoff details in CRM and related reporting tools.
Cross-Functional Collaboration:
- Work closely with internal teams, including Solutions Engineers, Client Relationship Managers, and Implementation Managers, to support sales efforts and seamless customer onboarding.
- Provide insights and recommendations to the Head of Regional Sales to help refine and execute strategic initiatives with a focus on net-new business growth.
- Continuously develop sales skills, negotiation tactics, and financial acumen through training and joint selling opportunities.
EDUCATION AND/OR EXPERIENCE:
- Bachelor's degree in business or marketing preferred or related work experience.
- 7 years related sales experience calling on accounts.
- Parcel, ecommerce, and logistics experience required.
- Experience with sales activity reporting software preferred.
REQUIREMENTS/SKILLS:
- Proficiency in Word, Excel, and Outlook.
- Excellent written and verbal communication skills.
- Proven ability in pipeline management, new business acquisition, and complex sales cycles.
- Excellent organization, planning, and negotiation skills.
- Strong analytical and presentation abilities.
- Must be a self-starter, able to take initiative and work in a fast-paced environment.
PHYSICAL DEMANDS:
- Requires low physical activity; ability to stand and/or walk for an extended period.
- Travel required as needed, up to 30%.
- Able to work a range of shifts based on operational needs, after-hours, weekends, and holidays.
As a Top Employer and leading logistics company, at DHL eCommerce , we are committed to helping you build a career you'll love with benefits and incentives that support your personal and professional well-being:
- Competitive Pay
- Bonus Programs
- Retirement Savings - 401k with company match
- Medical, Dental, Vision, Well-being programs
- FSA/HSA availability
- Tuition Reimbursement
- Paid Time Off including vacation and sick time
- Company Paid Holidays and Floating Holidays
- Paid Parental Leave
- Employee Discount Program
- Employee Assistance & Work Life Program
- Short Term and Long-Term Disability
- Life Insurance
Annual Salary of $90,000-$105,000 + commission.This compensation range is provided as a reasonable estimate of the salary range for this role. Factors that may be used to determine your actual salary may include but are not limited to your specific skills, your work location, how many years of experience you have, and comparison to other employees already in this role.
