Job Title: Head of Business Development, OMS NORAM (US & Canada)
Job Location: Edison, New Jersey or Atlanta, Georgia
Purpose of the Role - Manage Business Development function in the Americas
- Direct the RFP process
- Direct the management of the sales pipeline
- Direct the maintenance of business development reporting at both a regional and global level
- Direct both internal and external marketing programs
- Direct the identification of new customers and markets
- Manage regional pricing in conjunction with global stakeholders
- Pursue service excellence, optimum productivity, profitability and effective use of resources
- Provide overall strategic leadership and promote a spirit of teamwork
- Allocate resources effectively to new customer pursuits, geographies and projects
- Ensure service excellence and motivate staff through effective leadership and career-pathing
- Act as a senior point of contact and/or escalation for customers
- Provide coaching on best practices with the overall objective to constantly improve processes
- Actively engage with implementation of new customers and the addition of new functionality with existing customers, in conjunction with Customer Implementation, Business Solutions, Operations and IT teams
Key Accountabilities / Roles & Responsibilities / Tasks - Direct others in the completion of assignments through knowledge sharing
- Provide direction and decision support to staff
- Direct training and development
- Allocate and manage overall team resources including hiring, discipline and termination of tenure
- Monitor vacations and sick time and executing reviews and incentive schemes for direct reports and managing HR related issues
- Drive an assigned geography and/or subset of customers, delivering continued pipeline development and new business wins
- End-to-end ownership of new customer acquisition, including win planning, value proposition creation and delivery, stakeholder management, and both commercial and technical proposals
- Drive new and incremental profitable business through technical sales expertise
- Build/maintain sustainable relationships with potential customers
- Ensure alignment of different ISC regions and functions as part of building complete winning value proposition for prospective clients
- Maintain and develop extensive supply chain management knowledge and expertise that can help differentiate DHL from the competition
- Collaborate effectively and extensively with wider DPDHL network in terms of both solution and overall pipeline development
- Personnel
- Manage staff training and development to promote operational excellence and staff development
- Drive performance excellence
- Recognize and manage staff diversity, performance and or personality conflicts
- Leverage the competencies of project team members and internal/customer resources to enhance project quality and accelerate results
Skills and Knowledge - Demonstrated high level of commitment, very dynamic
- Sensitive to urgency and able to work/keep focus under pressure
- Very High level of Influencing skills to be used externally and internally
- Ability to develop and communicate (internally and externally) complex and integrated commercial solutions at a high level
- Fully capable of executing at each stage of the sales cycle - initial relationship development, basic solutions design, systems demonstrations/expertise, presentation building, value proposition construction, and gaining senior executive buy-in
- Strong communicator at all levels; from clerical staff to board level both within and external to DHL
- Substantial knowledge of all supply chain products - Origin, Freight, DC, Transport, Visibility Systems, and good working knowledge of Contract Logistics (DC and Transport) operations
- Systems and/or IT experience is a bonus, including around EDI/API integrations, WMS, ERP, and TMS applications
- SaaS experience in either direct or indirect function is preferred but not required
- Project management experience a large plus including driving new systemic solutions and/or implementing a product development strategy
- Substantial Knowledge of Documentation and Global trade flows across the end to end supply chain
- Experience of developing international solutions of no less than 5 years for global customers working at a senior / board level
- Excellent Commercial Negotiator at Senior Management / Board level
- Experience of working with customers across Sectors and Regions
- Demonstrable and High-Level working knowledge of operational and commercial models globally
- Understanding of Market Characteristics and Market Dynamics across Sectors and Countries
- High Level Change Management experience
- Reach decisions under conditions of uncertainty
- Strong analytical skills combined with a systematic problem-solving approach
- Competency in Microsoft office tools: Word, Excel, PowerPoint, Visio, etc.
- Cross-cultural competence
Qualifications and Key Requirements - Education
- Bachelor's Degree or equivalent in a relevant business or technical subject.
- Master's Degree or equivalent in a relevant business or technical subject is a plus
- Experience (Depth & Breadth)
- Minimum 5-7 years Business Development experience with expertise in 3PL origin management and destination services; end to end supply chain
- Increasingly progressive growth in levels of responsibility and scope
Languages - Fluent in English
- Spanish and/or Portuguese are a plus
Travel Requirement - Position has an NORAM responsibility, which requires moderate travel.
- National Travel (% away from job location)
- International Travel (% away from job location)
Pay Range: $141,831.00 - $189,108.00+ (Based on Experience)
Benefits (All Non-Union Employees)- Compensation: Competitive base salary plus role dependent performance-based incentives.
- 401(k) Match: $1-for-$1 match up to 4% quarterly + 2% annual base contribution.
- Stock Purchase Plan: Ability to purchase Deutsche Post AG shares at a discounted rate.
- Medical: Comprehensive plans covering preventive care, inpatient/outpatient services, and prescriptions.
- Vision: Optional coverage for exams, frames, and contacts.
- Dental: Optional coverage for preventive, basic, and major services.
- Paid Time Off: 7 major holidays, 8 floating holidays, and accrued vacation/sick days.
