Head of Business Development NORAM (US & Canada)

Job Title: Head of Business Development 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

• Organizational

• 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

• Operational

• 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)
    • 20 to 30%
  • International Travel (% away from job location)
    • 10%

Pay Range: $141,831.00 - $189,108.00+ (Based on Experience)