Position: Strategic Business Customer (Strategic Sales)
Location: AIA East Gateway
Key Responsibilities
- Drive volume and GP growth by acquiring and developing medium/large Strategic Business Customers (SBC).
- Prioritize prospective accounts by assessing them as Profitable, Significant, or Strategic and lead RFQs with support from bid management teams.
- Apply consultative selling to design tailored logistics solutions based on deep industry knowledge and DHL's full product portfolio.
- Create and deliver compelling proposals, quotations, and bids that address customer requirements and demonstrate value.
- Build strong relationships with SBC clients by understanding their business drivers and market challenges.
- Support customer retention through close coordination with Product teams, Route Development Managers, sales channels, and Station Management.
- Execute targeted sales campaigns and maintain a personal sales plan focused on new business and GP growth, meeting defined volume targets.
- Manage the entire sales process in the CRM system, ensuring daily updates, accurate forecasting, and active monitoring of RFQs and offer validity.
- Facilitate smooth onboarding of new clients through credit setup, rate loading, operational coordination, and structured handover to operations.
- Share market and competitor insights, collaborate across DHL networks, and support compliance and sustainability by promoting responsible and green logistics solutions.
Key Requirements
- Proven experience in B2B sales, business development, or key account management.
- Strong consultative selling, negotiation, and relationship management skills.
- Knowledge of logistics, supply chain, and transportation solutions is preferred.
- Ability to analyze customer requirements and develop value-added solutions.
- Strong communication, presentation, and stakeholder management skills.
- Results-oriented with a strong commercial mindset.