Senior Business Development Manager

• Identify and engage prospective partners to form strategic relationships and work with coaches to influence decision makers.
• Develop and negotiate commercial frameworks and KPIs (working with Key Account Management).
• Develop and deliver plans and solutions focusing on growth and managing the new business pipeline.
• Maintain and report pipeline updates to all stakeholders.
• Ensure the accuracy of information in the CRM database on a weekly, bi-weekly, monthly, and quarterly basis.
• Target potential customers through market research and knowledge management of the pipeline.
• Develop a network through DHL BU's and industry leaders as another avenue for prospecting.
• Conduct pricing and develop proposals for new business to achieve commercial targets.
• Manage RFQs and coordinate solution design and operations teams.
• Create value propositions and client presentations to maximize the account's profit and revenue (for new business, i.e., new customers).
• Negotiate key contract clauses and engage regional risk and legal teams in the process.
• Act as the customer's consultant in finding win-win solutions where DHL value can be added.
• Conduct competitive analysis and market research.
• Have market knowledge of potential customers (current incumbents and tenure).
• Perform gap analysis between reality and tendered business.
• Identify additional business or new scope to maximize the customer's portfolio and manage the O2D process.
• Identify key areas for continuous improvement and implement initiatives and solutions to maximize service performance by closely collaborating with the operations team.
• Process BCA and CAP.
• Support regional/global account management teams in developing accounts in other countries by sharing best practices, case studies, and available information.