Head-BD-Transport (North)
DHL · Delhi
About us
Drive DSC business and growth agenda < within sector/geography> through the pro-active identification, assessment, pursuit and win of new sales opportunities in addition to effective management of RFQ opportunities
Responsibilities
- Develop and leverage constructive relationships within target accounts to gain access to key decision makers and establish coach network.
- Continuously review business potential and identify potential business opportunities.
- Conduct research meetings with the customers and leverage coach network to understand the customer's organization, requirements and business objectives.
- Present solution proposal and business fit to decision makers, engage in negotiations and close the deal.
- Conduct research on strategically prioritized areas, sectors and target accounts < within sector/ geography> to identify potential areas for business opportunities
- Pro-actively identify opportunities within target accounts and answer incoming RFQs
- Map and assess stakeholders within assigned target accounts.
- Conduct internal + external research to identify customer's supply chain requirements and business objectives.
- Conduct opportunity assessment for identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with DSC capabilities.
- Identify DSC's value proposition and high level solution parameters based on customer requirements.
- Develop a structured plan on how to win the opportunity (win-plan).
- Identify and assess business fit of customer with DSC and develop convincing business fit presentation.
- Present solution to customer demonstrating clear business value, engage in negotiations and close the deal.
- Collect customer feedback after opportunity and conduct internal Post-Opportunity Review
Requirements
- Identifies potential changes and plans ahead to adjust goals and implementation plans accordingly.
- Establishes clear, challenging and achievable targets; Champions continuous improvement and innovation; Inspires results and respects through empowerment, accountability, recognition and rewards.
- Maintains effective relationships with customers; Develops, commercializes and delivers high quality/ innovative services and solutions; Inspires customers and gains their commitment.
- Asks for feedback on own performance and behavior. Takes ownership of own development and strives to achieve personal excellence.
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