- You work with a limited number of target customers and try to convert them into customers, of which you will become the Account Director after you onboarded them successfully.
- You have to work with Global and Regional Account Managers on a peer level.
- You develop and execute a comprehensive plan for the respective industry vertical for new opportunities and expanding business (share of wallet).
- You generate effective leads and opportunities, ideally based on your existing network and book of business.
- You meet and exceed financial growth targets for the assigned industry vertical and expand DP World’s geographic and solutions offering footprint with these accounts across DP World’s service portfolio.
- You identify and develop relationships with key decision makers at all levels within a customer.
- You maintain understanding of customers’ expectations relative to operational solutions, costs, and results and ideally are aware of some of their challenges before they are.
- You understand the customer's business (strategically, operationally, financially).
- You understand the customer's buying process and identify all influences, intimately understanding their requirements.
- You posses a really good understanding of all related transport regulations, challenges, and opportunities. You have an in-depth understanding of the market.
- You maintain an up-to-date pipeline of current and future opportunities, quantifying number of opportunities, value of the opportunity and managing / increasing the probability to win.
- You coordinate RFQs for new business opportunities and renewals of existing business with assigned customers, engaging other functions as required and own the commercial relationship and contract negotiations with the customer.
- You follow the internal commercial process, procedures, and thresholds.
- You foster a close cooperation between Account Management, Operations, Tender Management, Operational Excellence and all other functions (IT, HR, Finance, etc.).
- You partner with colleagues in other regions on broader opportunities for selected global customers.
- You act as an ambassador for DP World at all times when working; promoting, and demonstrating positive behaviors in harmony with DP World’s principles, values, and culture; ensuring the highest level of safety is applied in all activities; understanding and following DP World’s Code of Conduct and Ethics policies.
Your QUALIFICATIONS
- Degree or equivalent in business administration or transport/logistics.
- Proven track record of having consistently achieved on a sales quota at a relevant scale.
Your EXPERIENCE
- Minimum +10 years-experience within the transport, logistics or freight forwarding industry (or similar service industry) with focus on international Freight Market.
- Significant value-selling experience.
- Leading and managing a team of subject matter experts.
Definite asset:
- Experience in freight sales and existing book of business.
Your SKILLS
- Strong communication skills - You are an exceptional listener. You know how to ask the right questions which provide answers beyond the ordinary. You communicate clearly. You write exceptionally well and you speak eloquently. You can explain just about anything to anyone. You’re comfortable on the phone or to groups of people – at any level. You are incredibly tactful when delivering the facts. E2E and customer prioritization are well known vocabularies.
- Problem solving - You enjoy solving problems and getting to the root cause. You love taking on difficult challenges and finding creative, innovative solutions. You don’t get flustered easily. If you don’t know the answer, you’ll dig until you find it.
- Detail oriented - You pay strong attention to the details as it is one of your core qualities. As far as you are concerned, anything worth doing is worth doing right, every single time. You stay focussed and nothing falls through the cracks on your watch. Thinking outside the box is not just a phrase!
- Exceptional critical thinking skills - You can identify gaps in logic and underlying causes of issues; you think on your feet. You like learning new things, and you can learn quickly.
- Strong collaborator - You can work independently because you self-manage, with limited direction and guidance, but you also enjoy collaborating across dynamic and multi-cultural teams and are personable, helpful and incredibly organised.
- Results oriented - You are proactive in handling competing priorities and meet your deadlines and commitments; you always demonstrate a “can do” positive attitude.
- Confidentiality - You consider and protect the confidentiality of company data at ALL times.
- IT skills - You are highly proficient in the full Microsoft Office Suite: Word, Excel, PowerPoint and Outlook; plus you are a good administrator when it comes to CRM-tool management.
- Flexibility to travel - You are ready to travel as needed, but at least between 30 - 60% of the time.
- Languages - You speak and write fluent English – additional languages are a bonus.
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