Business Development Manager, Contract Logistics

Tertiary Qualification(s)

• Logistics / Supply Chain / CPIM / CSCP
• Additional Computer Skills 
• Basic knowledge of SharePoint, and MS Visio will be advantageous.
• Basic knowledge of Warehouse Management Systems and ERPs (working knowledge of Red Prairie & SAP will be advantageous)
• Knowledge of Automotive production systems would be advantageous)

Job-related Requirements:

• C-Level Negotiation Skills
• High business acumen and problem-solving Skills.
• Strategic thinking
• Excellent sales skills (Lions or equivalent)
• AND
• 3 years logistics sales experience. Contract Logistics sales experience would be an advantage
• Demonstrated track record of sales success.

​​​​​​​ADDED ADVANTAGES FOR THIS ROLE:

• Understanding of Warehouse Management Systems, Automotive Production Systems, Lean,
• Co-ordinating and influencing diverse teams
• Experience in negotiating with clients at a director or C level.
• Experience working in the Automotive (Production / Aftermarket), Consumer Retail, Technology Verticals

MAIN PURPOSE OF THE ROLE 

• Identify and source profitable new business opportunities for DSV Contract Logistics and develop and initiate a sales approach that results in closing new business opportunities to exceed an individual target in support of the overall DSV Contract Logistics New Business target.
• Drive New business growth in chosen verticals nationally. 
• Manage the solutions design process to produce compelling, quality proposals. Act as the key liaison between DSV  and the Customer.
• Build a long term / multi year pipeline to exceed long term Growth targets

​​​​​​​DUTIES & RESPONSIBILITIES:

• Meet or exceed personal new business target with an acceptable profit and risk profile to contribute to the overall DSV Contract Logistics new business target.
• Manage the opportunity lifecycle to the opportunity closure.To develop compelling business value propositions for new business opportunities to meet growth targets  within the DSV Contract Logistics Business Unit.
• Articulate DSV’s value to clients by using industry and DSV knowledge to develop clear value statements of DSV products
• Identification of sources of quantified value for our clients. To align specific client objectives with the overall DSV Contract Logistics objectives to ensure sustainable growth
• Translation of client strategy and tactical objectives into supply chain requirements
• Linking of client strategy and supply chain requirements to DSVs offerings and services. To develop and maintain a well-managed pipeline of new business opportunities over a defined timeline to exceed continuous growth targets
• Develop and manage a pipeline of at least a total value of 10x annual target
• Ensure all opportunities are accurately and timeously recorded in MS Dynamics (CRM System) and that opportunities are progressed through the sales cycle.
• Collect all the data elements required to develop a detailed costed solution.
• To understand and align revenue targets with closing cycles of the business opportunities within the pipeline to ensure consistent growth and accurate forecasting
• To take ownership of the tender process to ensure successful sales.
• Tenders and RQFs completed on time according to client’s requirements
• Build and articulate the solutions design effectively
• Ensure DSV approval processes are followed, and standards met.
• Ensure QA of the final document (proof reading, all inserts, exec summary, etc.)
• To ensure the successful implementation of the solutions sold, ensuring the revenue is realized.
• Solutions/services implemented according to what has been sold
• Client expectations met or exceeded
• Ensure implementation process is followed
• Ensure client sign-off of milestones
• Ensure effective communication between the client and DSV during the implementation phase