Stellenbeschreibung
UBICACIÓN: Santiago FUNCIONES
Drive gross profit and volume growth by acquiring and developing Strategic Business Customers (SBC) within the assigned scope (e.g., geography, product line, or market segment).
Focus on active new business development (“hunting”) of profitable accounts and expanding share of wallet with existing customers by leveraging DHLs full portfolio of logistics solutions.
Increase lead conversion within a defined geographic region, product line, or market segment in line with business strategy, financial objectives, Group guidelines, and policies.
Drive volume and gross profit growth by acquiring and developing primarily Strategic Business Customers.
Systematically assess prospective accounts to prioritize effort and improve the probability of winning profitable customers.
Own RFQ opportunities in close collaboration with the respective bid management teams
Design tailored customer solutions using deep industry knowledge and the DHL product portfolio.
Deliver compelling proposals, quotations, and bids that address customer requirements and demonstrate clear value.
Position DHL as a trusted advisor through consultative selling, customer insight, and credible solution recommendations.
REQUISITOS DESEADOS:
Bachelors Degree or equivalent experience/qualification
Minimum 5 years industry experience in the freight forwarding industry
Proven success in new business acquisition
Experience managing medium-to-large, complex customer accounts
HABILIDADES Y COMPETENCIAS:
Account strategy & governance (account plans, stakeholder mapping, QBR/MBR)
Commercial & financial acumen (profitability, renewals, negotiation)
Consultative selling & solutioning (value proposition, proposals/RFQs)
Execution & operating discipline (CRM hygiene, pipeline, forecast)
Cross-functional orchestration (influence, alignment, escalation leadership)
Market/sector insight (customer industry knowledge, competitive awareness)
Compliance & integrity (policy adherence, ethics, sustainability support)
Business acumen (market research, industry/sector understanding, DHL processes/strategy
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