Snr Manager: Business Development (East Africa)

Job Purpose:

Implement business development plans and processes to generate new/ additional business, maximize profit and grow market share in line with business strategy, financial objectives, Group guidelines and policies.

Key Responsibilities:

• Implement business development plans and processes to achieve targeted customer growth and retention rate, revenue targets and budgets
• Deliver complex projects and initiatives to develop new business and maximize exposure for DHL amongst targeted prospects.
• Deliver market studies and feasibility studies to assess market potential and analyse target groups.
• Prospect new business development opportunities through market research, developing marketing initiatives, etc.
• Initiate contact with targeted prospects, identify decision makers and work to understand strategic business challenges and priorities.
• Assess prospective customer needs and matches these with DHL’s services.
• Develop leads, conduct pre-proposal visitations, prepare complex proposals, and conduct negotiations to close.
• Acquire, develop and maintain relationships with prospects and potential key accounts including prospects highest buying levels and coordinate the activities of prospect-focused teams.
• Aggressively seek and initiate new business relationships with non-buying accounts that have been targeted by the company.
• Partner with local, district and regional management to coordinate customer requests and services that are being promoted.
• Be aware of key trends and developments impacting business impacting own business development plans.
• Coordinate sales efforts with inside sales and provide flow of data on account competitors and suppliers to product management.
• Regularly enhance quality or value of existing business development methods and techniques and resolve problems that may not be clearly defined.
• Convince external parties to accept complete proposals and programs, typically others have an interest exists to accept new concepts, practices and approach.
• Provide support on issues and problems from less experienced/ new team members, provide direction and guidance as needed.
• Successful delivery of new business opportunities

Qualifications and Experience:

• Essential: Matric
• Essential: Degree or equivalent
• Minimum of 6 years of experience in Sales or Account Management.
• Experience in Contract Logistics Industry.

Competencies, and Skills:

• New Business Development, Account Management, Selling, Cross-Selling, Persuasion, Customer Value Proposition,
• Value Added Services, Sales Proposals, Contract Negotiation, Sales Forecasting, Revenue Growth, Change
• Management, CRM, Entrepreneurship, Marketing, Sales Channels, Salesforce, DHL Business Knowledge, Business
• Processes, Business Strategy, Market Research, Project Management, Stakeholder Management, Influencing,
• Feedback, Presentation & Storytelling, Facilitation

Stakeholders:

• Convince other subject matter experts to accept new concepts, practices, and approaches.
• May cooperate with and coordinate 3rd parties e.g., external service providers.
• Build strong, trusting cross-functional relationships with DHL managers.
• Understand customer and key stakeholders’ interests and concerns and advise direct reports, customers and key stakeholders.
• Provide technical guidance to line managers and employees.

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

Languages:

• Proficiency in English, both verbal and written.