Role Purpose
As a New Business Hunter at DHL Express, you will play a key role in driving growth through the acquisition of new customers in the heavier-weight express segment (typically 30–1000 kg per shipment). Your mission is to win new business by identifying and developing opportunities with customers who require reliable, time-definite, and international transport solutions.
This role demands a dynamic, results-driven sales professional who thrives on winning new customers, understands complex logistics challenges, and embodies DHL’s “Insanely Customer Centric” culture.
Main Tasks and Key Responsibilities
New Business Acquisition
- Proactively identify and secure new business opportunities focusing on heavier-weight shipments within your Country.
- Work closely with the Core and/ or Retail Sales Team to win heavier weight shipments by leveraging knowledge of the Customer; their industry and the freight forwarding environment.
- Develop a strong pipeline through targeted prospecting, networking, and strategic territory planning.
- Conduct in-depth customer needs analysis to provide customized DHL Express solutions that reconcile network capability, transit time, cost, and reliability.
- Negotiate and close new business opportunities ensuring profitable, sustainable growth for DHL Express.
- Collaborate with internal stakeholders to ensure smooth customer onboarding and handover to Core Sales for account management.
- Work proactively with the other DHL Group business units to respond to commercial opportunities for the Group.
Market Development & Strategy
- Research and analyze market trends, customer sectors, and competitive activity to identify and prioritize target industries (e.g., industrial, automotive, technology, manufacturing, healthcare) as well as any other emerging ones.
- Leverage DHL’s global network, product portfolio, and digital tools to position DHL Express as the preferred provider for heavier-weight express shipments.
- Provide market feedback to Product, Pricing, and Marketing teams to support service innovation and competitiveness.
Customer Relationship Management
- Leverage an existing professional network to unlock commercial opportunities for DHL Express.
- Build strong, trust-based relationships with decision-makers at potential customer organizations.
- Ensure a smooth transition from new business acquisition to account management, maintaining customer satisfaction during the onboarding phase.
- Uphold DHL’s high standards of service excellence and customer care.
Sales Performance & Reporting
- Achieve or exceed individual new business revenue and profit targets.
- Maintain accurate records of all customer interactions, opportunities, and pipeline data in the CRM system (COMET/ STELLAR).
- Deliver timely reporting and sales forecasts to management.
Job Requirements
Education
- Bachelor’s degree in Business, Sales, Logistics, Supply Chain, or a related field (BA/BSc/HND).
Experience
- 3–5 years of proven success in B2B sales, preferably within express logistics, air freight, or transport sectors.
- Demonstrated ability to win and develop new accounts with complex logistics requirements.
- Experience selling heavier-weight or time-definite services is highly desirable.
Knowledge
- Strong understanding of international express logistics, cross-border trade, and customs processes.
- Familiarity with DHL Express products and value propositions (TDI, TDD, etc.) is advantageous.
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