Job Title: Senior Manager Business Development - Global Customs Solutions

Job Purpose:
The Business Development Manager for Global Customs Solutions is responsible for executing strategic plans to drive revenue growth, expand market share, and maximize profitability in alignment with DHL Group's global business strategy and objectives. This role focuses on promoting and selling comprehensive global customs brokerage solutions to a worldwide clientele, managing complex projects and initiatives to deliver impactful results across diverse markets in the international logistics landscape.

Differentiator:

• Expertise in Customs Brokerage and Trade Compliance: Knowledge of global customs regulations and international trade compliance ideally including global markets beyond the US.
• Technology and Digital Transformation Skills: Proficiency in selling technology-driven customs solutions, including SaaS platforms and AI tools.
• Global Market Experience: Extensive experience in managing cross-border trade for multinational clients in key global markets.
• Strong Business Development Acumen: Proven track record in consultative selling and achieving sales targets in complex B2B environments.
• Customer-Centric Problem Solving: Skilled at understanding client pain points and offering tailored, ROI-driven solutions.
• Leadership and Mentorship: Experienced in guiding teams and collaborating with cross-functional groups to refine offerings.
• Innovative Mindset: Passion for driving digital transformation and adopting creative approaches to customer challenges.
• Results-Oriented Performance: Track record of measurable achievements in expanding market share and optimizing sales pipelines.
• Soft Skills and Communication: Exceptional presentation, negotiation, and cultural adaptability for global client engagement.

Key Responsibilities:

• Sales Strategic Development: Develop and execute strategies to drive customs brokerage revenue growth focusing on DHL TradeConnect, the DHL globally integrated customs brokerage solution.
• Lead Generation: Identify and pursue new business opportunities through market research and marketing initiatives tailored to senior Customs, Trade Compliance, Supply Chain, Logistics, and Procurement leaders.
• New Business Acquisition: Proactively establish new business relationships with targeted accounts currently not utilizing DHL TradeConnect global customs brokerage solutions.
• Client Engagement: Initiate contact with targeted prospects, identify decision-makers, and understand their supply chain business challenges related to import/export clearance and trade compliance globally.
• Solution Alignment: Assess customer needs and align them with the capabilities and benefits of DHL’s global customs solutions.
• Proposal Development & Advocacy: Develop leads, conduct pre-proposal visits, prepare proposals, and negotiate to close deals. Advocate for DHL’s global customs brokerage solutions by promoting innovative concepts and practices to customer decision makers.
• Relationship Management: Build and maintain relationships with prospects and key accounts, including high-level engagements both internally and externally. Partner with local, regional, and global management to coordinate customer requests and promote DHL Customs services.
• Pricing and Bid Management: Support the end-to-end lifecycle of customs RFQs by ensuring that all relevant pricing components, based on customer requirements and received input from commercial Owner, are reasonably considered in the final customer submission. Act as product gatekeeper as per DGF Global RFQ Management Process definition.
• Market Analysis and Trend Monitoring: Conduct market studies and feasibility assessments to analyze market potential and identify target groups. Stay informed on key trends and developments impacting business development plans.
• Sales Coordination: Coordinate sales efforts with sales groups and provide competitive data to product management.
• Sales & Customer Materials: Regularly contribute to the enhancement of business development and sales materials, ensuring they effectively communicate the DHL TradeConnect value proposition.
• Team Support: Provide guidance and support to less experienced team members and assist in issue resolution.

Stakeholders:

• External: Customers responsible for Trade Compliance, Logistics, Supply Chain, and Systems information. Vendors of Trade Compliance solutions.
• Internal: Global Customs Business Development, Global Customs Operations teams, Global Customer implementation, Regional/Country Customs Product, Business Development Account Management/CSI, Global/regional IT, AFR/OFR products for cross-solution.

Management Responsibility:

• Individual contributor who may manage two or fewer employees.
• May direct the work of other lower-level professionals or manage processes and programs.
• Coach, review, and delegate work to lower-level professionals.

Skills:

• Strong skills in new business development, account management, selling, cross-selling, persuasion, and customer value proposition.
• Proficiency in sales proposals, contract negotiation, sales forecasting, revenue growth, change management, CRM, and project management.
• Excellent stakeholder management, influencing, feedback, presentation, storytelling, and facilitation skills.
• Knowledge of DHL business processes, business strategy, market research, and sales channels.
• Familiarity with Salesforce or other CRM tools.

Qualifications and Key Requirements:

Education Level: Bachelor’s degree
Experience Level: More than 8 years of experience in business development, preferably within the customs and logistics industry or Trade Management.

Location: Preference for Bonn but flexible in Europe.

Your Contact:
Manuel Mata will be happy to answer your questions at manuel.mata@dhl.com
Interested in this position? Just click on "Apply”! We are looking forward to your application.

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