Job Summary As the Business Development Manager, you will spearhead the expansion of the business by identifying and capitalizing on opportunities from both potential clients and our existing customer base. Beyond conventional sales, your role extends to creating SOPs, fostering inter-departmental collaboration, and harnessing the power of Sales360. Your key focus lies in comprehensively grasping customer requirements and harnessing DGF's freight forwarding proficiency to provide personalized solutions. Key Responsibilities Sales Cycle Management Lead the entire sales process from lead generation to successful conversion. Facilitate seamless payment processes to ensure timely closure of deals. Conduct regular reviews to monitor business performance and adjust strategies as necessary. Develop and manage a robust sales pipeline to achieve individual and team targets for profitable volume growth. Utilize DHL’s Sales360 application to enhance sales efficiency. Customer Relationship Management Gain insights into customers' core requirements and offer tailored solutions to drive profitable business relationships. Proactively address service issues and resolve them in a timely manner. Collaborate with existing clients to increase their share of wallet through value-based selling. Identify and onboard new clients that align with our service offerings and values. Managing internal and external stakeholders to aid in the development of products and solutions that align with market demands. Collaborate with colleagues from product and customer service divisions to meet customer expectations effectively. Gain insights into customer requirements and propose tailored solutions to address their needs. COMPETENCIES Functional Competencies Building Sales Pipeline: Efficiently managing the sales pipeline from lead generation to closure, ensuring timely follow-ups and conversions. Product Knowledge: Deep understanding of products like Air and Ocean, enabling effective communication of value propositions to clients. Sales Tools Utilization: Utilizing Sales360 tool effectively to track sales activities, manage customer relationships, and enhance productivity. Customer Focus: Dedication to understanding customer needs and delivering tailored solutions that exceed expectations. Behavioural Competencies Resilience: Ability to handle rejection, setbacks, and pressure inherent in sales roles, maintaining a positive attitude and determination. Continuous Learning: Willingness to learn and improve skills to enhance performance. Quality Orientation: Commitment to delivering high-quality results and services. Team Collaboration: Collaborating across teams for smooth operations. WHO CAN APPLY? Must Have Bachelor's degree is required. 5-6 years of hands-on experience in sales roles, preferably within the freight forwarding, shipping, or logistics sectors. Excellent verbal and written communication skills to convey ideas, negotiate deals, and address concerns effectively. Preferred Post-graduate degree with a focus on sales/marketing. Experience of working at a multinational freight forwarding company. Show more Show less
Company Description DHL Global Forwarding, part of Deutsche Post DHL Group, is a global freight forwarding expert enabling international trade. With over 31,000 experts in more than 190 countries, we simplify customer operations and maximize opportunities through air, ocean, and overland freight forwarding services. Role Description This is a full-time on-site role for an Associate/Expert at DHL Global Forwarding located in Chennai. Key Responsibilities: · Solution Design Review: Critically evaluate Solution Design Documents (SDS) from a testing standpoint, identifying any ambiguities and specifying testing prerequisites to ensure clarity and readiness for testing. · Test Case Development: Design, develop, and document detailed test cases based on the SDS, ensuring they align with business processes and application workflows. · Stakeholder Collaboration: Conduct walkthroughs of test cases with business and project stakeholders to ensure alignment and understanding, facilitating effective communication between technical teams and business units. · Test Execution: Execute test cases meticulously to validate UI functionality and usability, adhering to predefined testing protocols and methodologies. · Automation Testing: Utilize automation tools like Selenium, UFT, or RPA–UiPath, leveraging scripting languages such as Java or VBScript, to enhance testing efficiency and coverage. · External Team Coordination: Liaise with external teams, including ISPs, DCGs, and vendors, to ensure testing objectives are met and integrated seamlessly across different components of the project. · Test Reporting: Generate comprehensive test reports detailing test progress, outcomes, and any identified issues, providing actionable insights for continuous improvement. · UAT Support: Assist business teams during User Acceptance Testing (UAT) phases, ensuring test cases accurately reflect user needs and application functionalities. · Continuous Learning: Demonstrate a quick-learning capability and adaptability to new technologies, applications, and changes within the project environment. · Leadership and Communication: Lead customer and stakeholder calls, effectively facilitating discussions and resolutions between various project participants while maintaining positive and proactive communication. · Risk Management: Evaluate technical and business risks associated with UI testing, communicating potential impacts to the management team for informed decision-making. · Agile Expertise: Apply expert knowledge of Agile scrum methodologies, defect life cycles, and test management tools like Jira or HP QC - ALM to streamline testing processes and enhance team agility. · Quality Assurance: Ensure the highest standards of quality are maintained throughout the software development life cycle, from initial design to final delivery, focusing on the user interface's effectiveness and efficiency. Educational qualifications: Bachelor's degree in computer science, Information Technology, Data Science, or a related field is essential. Work Experience: Candidates should possess a minimum of 2 to 4 years of hands-on testing experience, ideally within a data warehousing environment. This experience should demonstrate a comprehensive understanding of database structures, theories, principles, and practices. Proficiency in SQL scripting is mandatory, with a strong track record of crafting complex queries to validate data transformations, load processes, and ensure data integrity. Prior work experience in Agile and Scrum methodologies is required, highlighting adaptability, collaboration, and the ability to thrive in fast-paced development settings. Expert-level familiarity with test management tools like HP QC - ALM and Jira is expected, enabling efficient management, documentation, and tracking of all testing activities. Preferred Qualifications: Additional certifications related to SQL, data warehousing, tools, and methodologies will be considered an advantage, indicating a dedication to ongoing professional development in the field. Experience within the logistics or a closely related industry is beneficial, providing valuable context that can enhance the relevance and effectiveness of testing strategies. Show more Show less
Job Summary The Head - Industrial Projects position is focused on driving growth in the Industrial Project / Oil and Natural Energy business in India, aligning with group strategy and local business dynamics. Key responsibilities include business diagnosis, strategy formulation, and goal achievement, encompassing business development, pricing, bids/proposals, implementation, contractual, and risk management. Expertise in Capital Projects, Oil & Gas, and Freight Forwarding is essential for this role. Key Responsibilities Strategic Leadership and Business Development Lead and develop the India Projects team from pursuit to implementation, focusing on business development, pricing, and tender management. Establish a business development pipeline for India and build sales competence around Projects Logistics (Oil & Gas, Capital Projects, and Marine Services). Ensure alignment with Regional and Corporate strategic goals, prioritizing initiatives for maximum effectiveness. Lead and mentor the Projects team to identify new clients and capitalize on opportunities. Oversee all marketing activities, materials, and collateral, ensuring quality and consistency. Develop relationships with key offices/agents/partners/clients in India and other geographies at a senior level. Client Management and Commercial Oversight Take ownership of major clients/targets, aligning all functions to meet strategic commercial objectives for specific accounts. Protect Company interests in contract terms and conditions, enhancing operational excellence, increasing margins, and mitigating risks. Accountable for delivering revenue budgets developed as part of the planning and forecasting process. Operational Excellence and Performance Management Manage the annual planning process, ensuring departments develop aggressive yet realistic plans supporting agreed strategies. Enable achievement of service performance meeting or exceeding customer expectations, differentiating DGF from competitors. Implement cost control programs effectively, manage capital and revenue budgets, and improve liquidity. Organizational Development and Performance Improvement Communicate and implement strategies and directions consistently across departments. Promote the exchange and adoption of Best Practices to improve consistency and productivity. Develop a culture of quality, service excellence, flexibility, and cost consciousness within the team. Resource Management and Talent Development Allocate appropriate resources and commit staff to achieve Global, Regional, and Country objectives. Identify training needs, develop KPIs, conduct performance appraisals, and mentor personnel for effective performance and client satisfaction. Plan, organize, and direct efficient and effective functional operations, including determining organizational structure and roles/responsibilities. COMPETENCIES Functional Competencies Industry Expertise: Strong commercial success and direct contribution to business growth, specifically in Freight Forwarding/Project Logistics with a focus on Oil and Gas, Capital Projects, and Marine Services. Regional Coordination Experience: Experience in handling regional responsibilities and close coordination with Asia Pacific regions, demonstrating a strong understanding of regional dynamics and market trends. Customs Regulations Acumen: Understanding of customs procedures, tariff and international trade laws for industry regulations and standards. Market Research & Finance Acumen: Conduct market research to compare and understand the pricing trends, customer preferences, and competitiveness to support pricing decisions and procurement strategies. Behavioural Competencies Agility: Ability to adapt quickly to changing operational needs and environments. Continuous Learning: Willingness to learn and improve skills to enhance performance. Collaboration: Collaborate with cross-functional teams for seamless operations. Attention to Detail: Consistently maintaining accuracy and precision in tasks. Quality Orientation: Commitment to delivering high-quality results and services. Initiative: Taking proactive steps to improve processes or address issues without waiting for direction. WHO CAN APPLY? Must have Bachelor’s Degree is required. 13-18 years of experience (dependent upon country size) in General Management of large and complex service-related businesses in Asia. Proven experience working with multiple stakeholders in a global organization, serving both international and domestic customers. Strong interpersonal skills, excellent communication abilities, and a customer-oriented attitude. Excellent negotiation and consultative selling skills in an international business setting. Preferred: Postgraduate degree in shipping management is an added advantage Show more Show less
Operational Excellence Develop and enhance operational processes to ensure consistent volume growth. Procure and utilize optimal airline capacity. Take charge of warehouse operations, ensuring seamless coordination between the warehouse and gateway. Manage end-to-end shipment processes from pick-up to delivery, ensuring accurate file execution, timely invoicing, and dispatch as per SOP. Follow CW1 Best Practices, including milestone updating and effective utilization of CW1 tools. Accurately book costs and revenue, maintaining operational hygiene for a healthy P & L. Be Proactive and Ensure Timestamp for Completeness & Timeliness Handle carrier engagement to design solutions, improve profitability, and skillfully address claims, disputes, and customer complaints. Manage Complaints, Claims, Compliments - be responsive and available. Taking complete responsibility for independently managing customer accounts, guided by both supervisor and manager, following the 'one file, one operator' approach. Drive the implementation of sustainable environmental practices within the air freight operations, contributing to corporate social responsibility goals. Stakeholder Management Manage customer relationships and address grievances. Oversee overall billing quality and timeliness. Oversee end to end process for a specific set of customers from booking to delivery. Manage relationships with multiple carriers, vendors, customs brokers, and network partners. Customer and Network Support Register complaints related to all export shipments. Execute and support day-to-day export operations deliverables. Reconcile and resolve network issues. Communicate frequently with sales and support functions. Must Have Bachelor’s degree 2-3 years of experience in the logistics, transport, airline or BPO industry for Executive/ Sr. Executive. 3-4 years’ experience in the logistics, transport, airline or BPO industry for AM/DM. Basic problem-solving skills to address common challenges. Proficient in Email writing and verbal communication with internal and external coordination Show more Show less
Job Purpose To significantly enhance the efficiency and effectiveness of our Sales Support and Marketing function. To be a key contributor responsible for the comprehensive management of DGF-IN’s Salesforce system - Sales360, responsible for the comprehensive management of the system as its super-user responsible for data hygiene, system management, end-to-end reporting, network connect, pipeline, sales lead management and overall marketing support including system maintenance, and data governance, while acting as the lead Sales360 expert to support and enable the sales team. Main Task And Key Responsibilities Main Accountabilities Manager, Sales Support - is a key contributor responsible for the comprehensive management of DGF-IN’s Salesforce system - Sales360 , responsible for the comprehensive management of the system as its super-user responsible for data hygiene, system management, end-to-end reporting, network connect, pipeline, sales lead management and overall marketing support including system maintenance, and data governance, while acting as the lead Sales360 expert to support and enable the sales team. Additionally, also contributing to the broader sales & marketing spectrum by providing support that extends beyond the immediate Sales360 system environment. Measurement Criteria / KPIs Sale360 Tool Data Hygiene: - Percentage of data accuracy within the Salesforce system. Number of data quality issues identified and resolved per month. Sales360 Tool Management: System uptime percentage and response time for system issues. Reporting: - Timeliness and accuracy of end-to-end reporting delivered to stakeholders. Number of actionable insights generated from the tool – Sales360. Marketing Support: Marketing support and campaign effectiveness & impact. Number of sales & marketing support initiatives offered. Finance & Projects Project-specific responsibilities and deliverables as defined from time to time. People Management Internal stakeholder management. Divisional Experience Requirements for the Job At least 1 year of substantial Salesforce experience, preferably with a background in the logistics industry. However, candidates with non-logistics experience will also be considered if they demonstrate strong proficiency with the Salesforce tool. Additionally, the candidate should posssess a fair understanding and grasp on MS Office Suite including Excel and Powerpoint making skills. Should also be well-versed with internal stakeholder project management skills. Functional Experience Sales funnel management Saleforce tool management MS Office Suite including Excel and Powerpoint making skills. Project management & cross-functional team collaboration. Education / Qualification / Certification Requirements Minimum Graduation. Post Graduation preferred Well established sales skills including SalesForce tool grasp Good communication and presentation skills Ability to take ownership and proactively work on demand generation Ability to handle multiple and hanging priorities Experience with MS Office - specifically MS Excel and MS Powerpoint Minimum Graduation. Post Graduation preferred Show more Show less
About The Chemical Competency Centre At DHL Global Forwarding The Wine & Spirits Competency Centre at DHL Global Forwarding will function as center for sectoral knowledge that will be responsible for growing customer engagement, and will assist in developing Solutions catering to the W&S industry, customized SOP’s, data management and provide advisory services to the Wine & Spirits Sector Clients. Role Summary Head – Wine & Spirits Competency Centre will have W&S logistics expertise, relevant product / trade compliance experience and qualification and will be responsible for leading the W&S India P&L, building and nurturing strong business relationships with some of the company’s most important clients in the Wine & Spirits Industry. The position reports to the Head of Ocean Freight. Key Responsibilities Build and Develop Wine & Spirits Community. Responsible for W&S India P&L Is the point of contact for subject matter expertise related to Wine & Spirits Sector Drive Community calls / Participation in Industry Events Conduct Periodic Trainings XBU contacts Manage and Drive annual Customer interactions through meetings, conferences etc. Capability Development Day to day operations and customer service for sector Customers. SOP development & maintenance Advisory services - Trade Compliance, Product Handling, Special Equipment – Reefers, Flexitank’s, FTWZ solutions, etc. Reporting and Data Management – Reports, Dashboards, Order Management etc. Develop and Manage New W&S Customers Responsible for Business development for the Sector Handle Multiple Wine & Spirit Sector clients. Monitor Day to day operations and customer service for sector Customers. Position DGF as “Wine & Spirit Specialists “from the angle of Sales / Ops / Services. Local Digital Marketing Does this sound like you? Bachelor’s degree in Science, or related Wine & Spirits field. 7 - 10 years of experience in the freight forwarding industry, preferably with W&S Clients. Strong contacts with traders in India who have regular Import & Export of Wines & Spirits, and who can take decisions in awarding the Contract/Business Understanding of W&S trade compliance, Industry knowledge / Strong Product Knowledge Strong communications skills HSSE understanding SOP Development & Management Show more Show less
Role type: Temporary In this role, you will have the opportunity to work on the L&D projects to create visually appealing training modules, with the use of motion graphics/animation, videos. Collaborating with multiple stakeholders within the various functions. Key Responsibilities : Work along with the L&D manager on the content design Convert the existing modules (written content) into visuals with the motion graphic creatives and video as per the guidance of the L&D manager Do proof of concepts with target audience Collaborate with various departments, to take feeds on the department specific contents Work on the feedbacks and assist L&D manager to incorporate recommendations that benefits Required Skills/Abilities: Aspiring content creators with foundational knowledge in the following software: Adobe Photoshop, Adobe Premiere, Adobe After Effects, Articulate Storyline and Handbrake. Having significant experience working in Camtasia, Powtoons, Canva and Easy Generator is a plus. With background in using Microsoft office applications: Word, PowerPoint, Excel Able to read, troubleshoot and edit HTML and CSS code. Proficient in creating short animation clips from a storyboard Show more Show less
About Ftwz/Vas Department The Free Trade Warehousing Zone (FTWZ) or Value-Added Services department at DHL Global Forwarding provides a strategic hub for international trade activities, offering specialized services to enhance supply chain efficiency. It serves as a customs-bonded area facilitating the storage, handling, and distribution of goods with streamlined customs procedures. Additionally, FTWZs often provide value-added services such as packaging, labelling, and assembly, adding further value to the logistics chain. These departments play a crucial role in optimizing trade operations, reducing costs, and ensuring regulatory compliance for businesses engaged in global trade activities. Job Summary The Key Account Manager for IWS (Integrated Warehousing Solutions) plays a crucial role in driving the Country Regional Strategy and ensuring superior value offerings to customers. They are responsible for managing FTWZ customers and budgets for the region, developing strong business relationships, generating new income, and meeting agreed KPIs with customers. This role involves close collaboration with internal departments, such as solution design, marketing, operations, and finance, to deliver exceptional service and solutions to clients. Key Responsibilities Country Regional Strategy Develop and execute strategies aligned with regional objectives and customer targeting. Ensure high exit barriers by delivering superior value propositions to customers. Customer/Stakeholder Engagement Be accountable to superiors for overall performance and coordinate with peers daily. Communicate effectively with customers, project teams, and other departments to exchange data and information. Process Management Manage FTWZ customer portfolio and regional budget. Develop and maintain strong business relationships, generating new income streams and meeting KPIs. Understand customer requirements, ensure high-value propositions, and manage sector/regional profitability. Capture and explore all business opportunities, maintain pipeline accuracy, and work on developing sector solutions. Collaborate with transportation teams, provide strategic inputs, and identify potential partners for projects. Lead in creating client proposals, managing contract negotiations, and ensuring compliance with internal processes. Coordinate with solution teams to deliver tailored solutions to customer requirements. Stay updated with market intelligence and competitor information for effective decision-making and RFQ/project handling. Actively contribute to sector and sub-sector solution development and ensure competitiveness in the market. Coordinate with regional and global teams for information and best practices exchange. People Management Supervise subordinates where applicable, providing general guidance, direction, and training to personnel. COMPETENCIES Functional Competencies Product Knowledge: In depth understanding of the IWS warehouse operations, including inventory management, logistics, and compliance with safety and quality standards. Customer Service: Strong customer service skills to address inquiries, provide updates, and resolve issues related to shipments. Financial Acumen: Experience in managing warehouse budgets, forecasting P&L, and handling accounts payables/receivables. Regulatory Compliance Management: Skilled in ensuring compliance with health, safety, environmental regulations, as well as customs and trade regulations. Behavioural Competencies Agility: Ability to adapt quickly to changing operational needs and environments. Continuous Learning: Willingness to learn and improve skills to enhance performance. Attention to Detail: Consistently maintaining accuracy and precision in tasks. Quality Orientation: Commitment to delivering high-quality results and services. Leadership and Team Management: Directing teams towards goals and optimizing productivity by promoting accountability. Initiative: Taking proactive steps to improve processes or address issues. Strategic Planning: Developing and implementing strategic plans to achieve organizational objectives. WHO CAN APPLY? Must Have Bachelor’s Degree is required. Proven experience of 6-8 years in operations management, preferably in a FTWZ or similar logistics environment. Strong understanding of regional strategies, customer targeting, and value proposition development. Experience in developing and implementing regional strategies. Familiarity with customs and trade regulations in FTWZ operations. Preferred Postgraduate in MBA is preferred. Demonstrated track record in achieving customer satisfaction and retention. Show more Show less
Job Purpose As a salesforce expert you are responsible for the salesforce platform and are expected to oversees the design, development, delivery and operating of the solutions such as LifeTrack, AeroCockpit etc. You are responsible for defining the roadmap, manage demand, build new capabilities, configure the solution, deployment and run of IT Product(s). As a key leader of the product management team you manage the collaboration between different teams and stakeholders. As the technical SME on force.com you ensure that the IT Product meets the needs and expectations of the users in capabilities and RUN operations. The force.com specialist works closely with cross-functional teams to ensure that the product supports the company's strategic goals and meets the evolving needs of the market. Job tasks Implement IT Product Management plans, programs and processes, roadmap, and feature definition for a product or product line and deliver a complete product in line with overall business strategy and objectives, and Group guidelines and policies Conduct day to day administration to implement appropriate plans to manage IT product certifications from beginning to end, including scope, timelines, resource allocation, testing, and issue and risk analysis, coordinating remote work closely with teams. Build excellent working relationships with all stakeholders to assist in defining the force.com (Salesforce) roadmap that must meet strategically-aligned business objectives, while also aligning to the technical, architectural and security standards within our organization. Display your technical experience to deliver successful solutions on the force.com (Salesforce) platform and act as a single-point-of-contact. Leveraging this experience, you will be confident in gathering business requirements from multiple stakeholders, assisting with the effective prioritization of backlogs and leading and motivating the vendor teams to complete work in-line with estimates and to cost. Assist in shaping how the business products adopts force.com (Salesforce) platform following industry best-practice and make recommendations at a technical / architectural level. Collaborate very closely with senior stakeholders of the organization and present to the Senior Management as required. As a key SME, you stay curious, open to change, engaged and abreast of new features on the force.com (Salesforce) platform. Hit agreed roadmap objectives on-time and to a high-quality watermark while sharing your technical experience with close colleagues and building solid relationships across the organization. Define process to develop documentation on processes that are critical to successful implementation. Implement continuous improvement actions on a regular basis. Skills And Knowledge Required Recognized subject matter expert of force.com (Salesforce) platform key concepts / best practice and confidence in recommending the use of out-of-the-box solutions (or Apex / Visualforce where required) to meet business requirements. Driving the technical direction of large, complex solutions or processes with limited oversight from manager Bring state of the art solutions and innovation to solve business problems Experience in the advanced configuration of force.com (Salesforce) platform, including custom objects, validation, workflows. Knowledge of development using Visualforce, Lightning Components, Apex classes / triggers and providing / challenging estimations. Knowledge of JavaScript, JSON and API integration. IoT experience and integration with data loggers common in logistics industry Technical writing ability to support requirements gathering, solution design, use cases, test plans and documentation for training. Conducted code reviews and architectural design reviews. Experience with agile tools and methodology Experience in automation, continuous integration and managing deployments using DevOps process and tooling. Ability to establish and implement best practice within Salesforce regarding configuration, development, test, security, maintenance and data integrity. Expertise in portfolio management, product development, IT service management, and Salesforce (certifications preferred: Advanced Administrator, Platform App Builder). Strong project and stakeholder management skills. Bachelor's degree in related field or relevant experience. At least 6 years of relevant experience. Show more Show less
Job Purpose Handling day to day operations of the Project. Seeking cost approval with the from the customer. Placement of vehicles and monitoring the cargo movements. Placing booking with the carrier and follwup for bookings. Ensure cargo stuffed as per SRN and instruction receivd from customer. Daily MMS update. 100% accuracy in invoicing in CW1 100% accuracy in Ebilling which is major part of KPI. achive 100% KPI Key Accountabilities Direct impact will be on Industrial Project Division. As proper documentation & invoicing after execution of shipment will play a key role in completing the business. Internal team of DGF, Customers, Overseas IP offices PROBLEM COMPLEXITY/ PROCESS Responsible for opening / closing of shipment files Responsible for correct & proper shipping documents Maintaining proper shipment files & record. Co-ordinating with the shipper / consignee for the documents for shipments. Responsible for timely and accurate billing as per SOP. 100% accuracy in Ebilling Coordinate with Overseas Agents/DHL Network offices for all internal billing for Industrial Projects / O&G shipments Updating customer on their requirement, timely update on the status of the shipment/ project etc. Shall support pricing team as and when required Ensure proper & timely invoicing to customers as per the contractual terms Check the vendor invoices & ensure proper & timely payments Measurement Criteria / KPIs Timely and accurte documentation & invoicing .Opening & Closing of shipment files. Meet the expectations of the customers / overseas IP office. Achive 100 % KPI Requirements For The Job Work in similar profile in the logistics industry for minimum 5-6 years. Education / Qualification / Certification Requirements Knowledge Have Sound knowledge about the OVER DIMENSION CARGO Knowledge of shipping documents. Knowledge of statutory compliances. Well connected within the network. Knowledge of internal process & softwares like Logis. Skills Software skills (Word, Excel, PowerPoint, Internet etc.) Communication Skills Inter Personal Skills Education-Minimum university degree. Diploma , Specialization in logistics or related activities is desirable. Show more Show less
Job Summary As an integral part of CBC Field Operations, an incumbent plays a pivotal role in ensuring smooth cargo clearance and delivery processes, coordinating with internal departments and external stakeholders, maintaining adherence to customs regulations, and utilizing technological tools for efficient back-office operations. Additionally, the role entails promoting a customer-centric approach, upholding ethical standards, and adapting strategies to navigate changing regulatory environments effectively. Key Responsibilities Operational Excellence Facilitate Efficient Customs Clearance. Ensure timely clearance and delivery of cargo without incurring penalties or demurrages as much as possible. Coordinate with transport vendors for timely placement of vehicles for loading/offloading. Ensure proper loading/offloading of cargo on transport vehicle without damages. Submit required documents, expense reports, and information promptly. Provide timely updates to reporting managers on assigned tasks. Monitor daily field operations and ensure compliance with regulatory standards. Foster effective coordination between internal departments. Scrutinize documents and goods to ensure adherence to compliance regulations. Seek necessary guidance from superiors to understand tasks thoroughly before execution. Maintain proper document records as per regulations. Manage advances and submit accurate vouchers. Report exceptions promptly, including queries or damages. Adhere to the code of conduct outlined in CBLR, 2018. Refrain from involvement in unions or associations. Sign customs documents only with proper authorization. Avoid activities that could tarnish DHL's reputation or attract regulatory actions. Handle packages with care. Stakeholder Management Communicate proactively with peers and superiors regarding customs-related matters. Interface with customs officials to maintain positive relationships. Foster cordial relations internally and with external agencies. COMPETENCIES Functional Competencies Customer Service: Strong customer service skills to address inquiries, provide updates, and resolve issues related to shipments. Technology Proficiency: Implementing CW1 and other tools for optimizing operations. Customs Regulations Acumen: Understanding of customs procedures, tariff and international trade laws for industry regulations and standards. Cargo Handling Expertise: Manage cargo handling processes, including loading, and unloading. Behavioural Competencies Agility: Ability to adapt quickly to changing operational needs and environments. Continuous Learning: Willingness to learn and improve skills to enhance performance. Attention to Detail: Consistently maintaining accuracy and precision in tasks and documentation. Quality Orientation: Commitment to delivering high-quality results and services. Initiative: Taking proactive steps to improve processes or address issues without waiting for direction. Show more Show less
Operational Excellence Develop and enhance operational processes to ensure consistent volume growth. Procure and utilize optimal airline capacity. Take charge of warehouse operations, ensuring seamless coordination between the warehouse and gateway. Manage end-to-end shipment processes from pick-up to delivery, ensuring accurate file execution, timely invoicing, and dispatch as per SOP. Follow CW1 Best Practices, including milestone updating and effective utilization of CW1 tools. Accurately book costs and revenue, maintaining operational hygiene for a healthy P & L. Be Proactive and Ensure Timestamp for Completeness & Timeliness Handle carrier engagement to design solutions, improve profitability, and skillfully address claims, disputes, and customer complaints. Manage Complaints, Claims, Compliments - be responsive and available. Taking complete responsibility for independently managing customer accounts, guided by both supervisor and manager, following the 'one file, one operator' approach. Drive the implementation of sustainable environmental practices within the air freight operations, contributing to corporate social responsibility goals. Stakeholder Management Manage customer relationships and address grievances. Oversee overall billing quality and timeliness. Oversee end to end process for a specific set of customers from booking to delivery. Manage relationships with multiple carriers, vendors, customs brokers, and network partners. Customer and Network Support Register complaints related to all export shipments. Execute and support day-to-day export operations deliverables. Reconcile and resolve network issues. Communicate frequently with sales and support functions. Must Have Bachelor’s degree 2-3 years of experience in the logistics, transport, airline or BPO industry for Executive/ Sr. Executive. 3-4 years’ experience in the logistics, transport, airline or BPO industry for AM/DM. Basic problem-solving skills to address common challenges. Proficient in Email writing and verbal communication with internal and external coordination Show more Show less
Overall Job Purpose Executes global/regional sector strategy on country level (as aligned with global sector structure) Manages relationship with CSI/MNC as customer point of contact on country level Wins, retains and develops Strategic Customers Plans and manages accounts Coordinates with CRM’s on account planning, customer enquiries, business reviews, etc. Gathers customer and market information to update Product and Trade Lane on current conditions Qualifications Good understanding of sector issues in the global forwarding industry and knowledge on DGF products (AFR/OFR) and business models; experience with customers Customer management experience Ability to identify customer needs by gathering information and building long-term relationships Well-developed communication and presentation skills Reporting Lines Sector Head (solid) If no Sector Head, reports to Head of Key Account Management (solid); the same applies if no additional Sector Head justified as per span-of-control guidelines If no Head of Key Account Management, reports to Country Snr Director Sales (solid) Main Tasks & Key Responsibilities Manages relationship of a defined number of CSI/MNC and SC customers and prospects in a particular sector (serves as primary contact for the customer; coordinates the account e.g. with regards to Trade Lane involvement) Seeks and prospects for Strategic Customer targets to win new customers Ensures that Key Account activities are aligned with global/regional sector strategy Delivers the regional and/or country customer budget by maintaining a healthy pipeline, good contractual performance and proactive thinking Works on regional customer initiatives and for implementing global business plan contents Plans and manages accounts Collects relevant customer information for the RFI/RFP/RFQ and prepares documents for customer implementation in order to ensure proper operational handover and implementation to meet customer expectations (SLA's & SOP's) Coordinates with CRM’s on account planning, customer enquiries, business reviews, etc. Updates CRMs and executive sponsors at regular intervals, ensuring they have an awareness of business critical issues Consults CRMs and Sector Heads on potential solutions and best practice Show more Show less
About Marketing & Sales Department The Marketing & Sales division at DHL Global Forwarding serves as a crucial link between clients and various operational and product departments. Its primary objectives include acquiring new business opportunities while also ensuring the retention of existing clientele. Job Summary As the Business Development Manager, you will spearhead the expansion of the business by identifying and capitalizing on opportunities from both potential clients and our existing customer base. Beyond conventional sales, your role extends to creating SOPs, fostering inter-departmental collaboration, and harnessing the power of Sales360. Your key focus lies in comprehensively grasping customer requirements and harnessing DGF's freight forwarding proficiency to provide personalized solutions. Key Responsibilities Sales Cycle Management Lead the entire sales process from lead generation to successful conversion. Facilitate seamless payment processes to ensure timely closure of deals. Conduct regular reviews to monitor business performance and adjust strategies as necessary. Develop and manage a robust sales pipeline to achieve individual and team targets for profitable volume growth. Utilize DHL’s Sales360 application to enhance sales efficiency. Customer Relationship Management Gain insights into customers' core requirements and offer tailored solutions to drive profitable business relationships. Proactively address service issues and resolve them in a timely manner. Collaborate with existing clients to increase their share of wallet through value-based selling. Identify and onboard new clients that align with our service offerings and values. Managing internal and external stakeholders to aid in the development of products and solutions that align with market demands. Collaborate with colleagues from product and customer service divisions to meet customer expectations effectively. Gain insights into customer requirements and propose tailored solutions to address their needs. COMPETENCIES Functional Competencies Building Sales Pipeline: Efficiently managing the sales pipeline from lead generation to closure, ensuring timely follow-ups and conversions. Product Knowledge: Deep understanding of products like Air and Ocean, enabling effective communication of value propositions to clients. Sales Tools Utilization: Utilizing Sales360 tool effectively to track sales activities, manage customer relationships, and enhance productivity. Customer Focus: Dedication to understanding customer needs and delivering tailored solutions that exceed expectations. Behavioural Competencies Resilience: Ability to handle rejection, setbacks, and pressure inherent in sales roles, maintaining a positive attitude and determination. Continuous Learning: Willingness to learn and improve skills to enhance performance. Quality Orientation: Commitment to delivering high-quality results and services. Team Collaboration: Collaborating across teams for smooth operations. WHO CAN APPLY? Must Have Bachelor's degree is required. 5-6 years of hands-on experience in sales roles, preferably within the freight forwarding, shipping, or logistics sectors. Excellent verbal and written communication skills to convey ideas, negotiate deals, and address concerns effectively. Preferred Post-graduate degree with a focus on sales/marketing. Experience of working at a multinational freight forwarding company.
Key activities Is responsible for the satisfaction of a defined portfolio of existing customers allocated to him/her and for a lasting business relationship. Takes care of a defined portfolio of potential customers and wins them for a lasting business relationship with DDLPL. Is responsible for establishing customer profiles and customer needs. Is responsible for qualified presentation of the entire rage of standardized products, establishment and presentation of customized offers, their negotiation and contract. Prepares his/her individual sales plans according to his/her target budgets. Prepares and realizes his/her sales calls according to his/her individual Sales plan and reports to the Sales Manager Is responsible for mutual information flow about his/her customers between all parties involved. Represents the interests of DDLPL, promotes the image and informs superiors and all parties involved regarding observations in the market, including competitors behaviors. Is responsible for his/her own product in respect of target (budget) achievement. Secures/Collects all necessary information to assess the credit worthiness, adheres to and observes the approved credit limits granted to customers and enforces the previously agreed payment terms. Any other jobs when assigned. Strategizes with the Sales manager for achievement of the sub-group targets. Leads a small team of Field Sales Specialist. Responsible for monitoring the activities and reporting on the performance of the above group to the Sales Manager. Report visit in Danzsale within timeline. Maintain Danzsale Data Integrity. Also responsible for sales target and reports to the Sales Manager. Skills Skills / Qualifications Presentation skills Interpersonal Skills Communication skills Selling skills Leadership skills Negotiation skills Analytical skills Software skills (Word, Excel, PowerPoint, etc.) Knowledge Product knowledge (OFR & AFR) Competencies Competency segment ‘Business’ Analysis: Breaks down a problem, situation or process into its component parts, separates the main issues from side-issues, understands the nature of parts and their relationship to one another. Seeks out and critically evaluates both numerical and narrative information. Draws accurate conclusions. Customer Orientation: Identify customer needs and present products accordingly. Regular follow up with customers. Planning & Organizing: Sets clear and realistic goals and objectives. Establishes a course of action and a sequence of steps to ensure that activities and objectives are efficiently achieved. Is structured with good personal organization. Schedules time effectively and uses efficient work methods and tools. Decision Making: Makes timely and appropriate choices based on accurate analysis and experience. Uses sound judgment even in conditions of uncertainty. Anticipates impact of decisions and plans how to manage risk. Results Orientation: Continually seeks to accomplish critical tasks with measurable results. Overcomes obstacles and makes adjustments to achieve results. Focuses self and others to achieve targets aligned with business goals. Competency segment ‘Leadership’ Teamwork: Works cooperatively with others to achieve target and objectives. Accomplishes own tasks in support of team goals and actively offers to help colleagues. Supports group decisions Developing People: Asks questions, discusses or clarifies, in order to verify that others have understood explanation or directions. Schedules regular feedback opportunities. Delegates to build skills. Competency segment ‘Personal’ Accountability: Acts responsibly. Can be counted on to keep commitments. Complies with the intent of policies, procedures and agreements. Builds others' trust in own professionalism, integrity, ex pertise and ability to get results. Communication: Provides both verbal and written information in a timely, clear and concise manner. Expresses ideas effectively, adjusting style, tools and mode to the needs of others. Listens attentively, and summarizes or asks questions, when needed, to clarify information. Self Management: Remains calm, objective and controlled in responding to urgent or demanding situations. Maintains effective performance under pressure. Stays positive. Expected Years Of Experience 3-5 years relevant Sales experience Educational Qualifications Graduate in any discipline MBA/Equivalent in Sales
Overall Role Purpose Responsible for all regional program management activities within the designated sectors. Ensures effective resolution of customer escalations in the After Sales environment. Ensure customer requirements are being met, provide performance reporting, and support new business implementations as required. Ensure Program Management is driving the customer relationship and performance of regional solutions for MNC Customers in the After-Sales environment to increase customer loyalty and retention, as well as ensuring KPIs and performance targets are met and exceeded. Support the RKAM/CRM activities when required. Reports to - Customer Services Head Accountabilities Key activities Customer Organisation Initiate the development (and drive the implementation) of service improvement and/or cost reduction initiatives to meet or exceed the performance targets as agreed with the customer. Act as the regional escalation point-of-contact for operational issues for the MNC customer while working in cooperation with the country teams. Participate in customer site visits and review meetings as required Provide consultancy advice on DGF products/services to drive incremental revenue generation from existing business In conjunction with the RKAM/CRM manage and coordinate multiple customers at a regional and/or global level Serve as regional escalation point for all process and support issues Escalate unresolved issues to Regional KAM/CRM, as required Overall goals / Typical measures Achievement of agreed customer KPIs Drive excellence in Customer Relationship Management in the Program Management environment Informal influence to enable improvement and change within the organisation Process Work closely with the customer service and commercial owner to ensure that : a)All service performance targets are achieved/exceeded, b)All customer satisfaction targets, as set with the customer are met, c)The solution is provided at the highest level of productivity and at the lowest possible cost. Initiate and manage the development and implementation of MNC customer specific enhancements that improve the overall service performance and profitability of the solution for DHL. Identify the gap analysis versus DHL capabilities, if applicable. Identify service enhancement and/or cost reduction opportunities. Communicate and promote the contract, Service Level Agreements (SLA’s) and (enhanced) operating procedures to all stakeholders within both DHL and the customers organisation. Performance Management Where required, ensure the timely distribution of integrated performance reports to specific customers. If applicable, maintain the customer solution on a specifically developed Intranet site. Incumbent has no direct reports and authority over country line and functional personnel Nevertheless he/she must be able to demonstrate ability to influence decisions/actions. Skills Skills / Qualifications Communication skills (English), spoken and written Software skills e.g. MS-Access, Excel (Macros) & Powerpoint Project management experience Preferable involvement with DGF Program Management tools including Control Towers, XM, LLP, Regional Hubs Competences Competences segment Business Analysis: Breaks down a problem, situation or process into its component parts, separates the main issues from side-issues, understands the nature of parts and their relationship to one another. Seeks out and critically evaluates both numerical and narrative information. Draws accurate conclusions. Planning & Organizing: Sets clear and realistic goals and objectives. Establishes a course of action and a sequence of steps to ensure that activities and objectives are efficiently achieved. Is structured with good personal organization. Schedules time effectively and uses efficient work methods and tools. Decision Making: Makes timely and appropriate choices based on accurate analysis and experience. Uses sound judgment even in conditions of uncertainty. Anticipates impact of decisions and plans how to manage risk. Results Orientation: Continually seeks to accomplish critical tasks with measurable results. Overcomes obstacles and makes adjustments to achieve results. Focuses self and others to achieve targets aligned with business goals. Competency segment Leadership Teamwork: Works cooperatively with others to achieve target and objectives. Accomplishes own tasks in support of team goals and actively offers to help colleagues. Supports group decisions. Competency segment ‘Personal’ Accountability: Acts responsibly. Can be counted on to keep commitments. Complies with the intent of policies, procedures and agreements. Builds others' trust in own professionalism, integrity, ex pertise and ability to get results. Communication: Provides both verbal and written information in a timely, clear and concise manner. Expresses ideas effectively, adjusting style, tools and mode to the needs of others. Listens attentively, and summarizes or asks questions, when needed, to clarify information. Self Management: Remains calm, objective and controlled in responding to urgent or demanding situations. Maintains effective performance under pressure. Stays positive. Expected Years Of Experience 3 years experience within a cross-functional / matrix type organisation. 2 years expert knowledge on how the DHL network operate globally. Experience in logistics operations or customer service with an intrinsic knowledge of DHL’s network operations and logistics operations. Basic knowledge of the principles of supply chain management. (desirable) Experience with the several systems and databases used within DHL and by its partners for performance measurement purposes. (desirable) Educational Qualifications Degree in Logistics/Technical/Engineering (preferable)
Overall Job Purpose To develop and drive the sales strategy for DGF India based on the market potential / growth aspiration and in alignment with the group and divisional business strategy. Primary aim is to increase our market share in India by working together with country (own team)/regional & global sales (CSI&MNC) and product teams and effectively positioning our market leading solutions for our customers. Effective work with our network to grow our business with our trade partners across the globe Implements global sales incentive program in country and steers/improves sales performance through process and performance measurement Acts as a coach for the India sales organization Lead multiple teams of executives, directors/senior managers, and managers Ensure appropriate talent selection, organization and leadership for major areas of the organization Establish and implement strategies that have long-term (5+ years) impact on business results in alignment with global objectives and directly impacting the organization’s business strategy Reporting Lines Country Head (solid) Regional Head of Sales Main Tasks & Key Responsibilities Lead, oversee and control highly strategic activities and initiatives with significant impact on overall results and very high business risk potential Communicate market leadership position and vision/strategy aspiration to customers and internal stakeholders Drive market acquisition and retention strategies in order to maximize sales growth in the country and optimize profits Drive customer retention, business growth and profitability by supporting customer strategies, contract negotiations and supply chain management strategy Approve pricing, product mix, and brand portfolio policies for the function in the country Define improvement areas based on pipeline reporting in collaboration with sales effectiveness Analyze the value of key technologies and industry development and identify change needs for function in the country Establish appropriate processes and infrastructure to support growth, sales performance and optimize resource utilization Support key customers and drive collaboration and cross selling activities in the country Steer systems for monitoring competitive activity and dissemination of information and best practices to relevant parties Establish appropriate processes and infrastructure to support growth, sales performance and optimize resource utilization Formulate and roll out mechanisms to ensure sales performance management reporting and direct and approve major sales strategy and development projects Analyze complex issues extensively and conceptualize improvements/ changes in sales methods and techniques Deliver innovation that directly influence the way the function is operating and making money in the country Reach agreement with external parties to accept complete proposals and programs where there is little interest in cooperating or participating Negotiate and authorize critical agreements/ contracts, changing terms and conditions significantly where required Lead, direct, coach and develop performance of the country sales team Negotiate critical agreements/contracts with other departments and 3rd parties Develop strong, trusting relationships with senior business leaders across DHL and partner organizations Influence others across DHL and externally as an internally and externally recognized thought leader representing the Group Experience / Qualification At least 20 years in Freight forwarding Sales Post Grad degree Skills Sales Management, Sales Strategy, New Business Development, Revenue Growth, Budgets, Account Management, Market Trends, Product Development Strategy, Change Management, Pricing, DHL Business Knowledge, Business Processes, Business Strategy, Project Management, Stakeholder Management, Influencing, Feedback, Presentation & Storytelling, Facilitation, Negotiation, People Management
Overall Role Purpose Lead implementation of country forwarding projects Manage country customer programs Support cross product / region project implementation Develop IPM process competency Manage projects using De PICT methodology and promote Support regions IPM team with process knowledge and training Key activities Understand customer requirements. Manage customer expectations. Drive project implementation and customer program service excellence Country BD, AFR, OFR,CPM, PSOS, IT Setup Implementation team Define roles and responsibilities of team members. Coordinate and ensure tasks completion as per implementation plan. Maintain efficient communications to all parties through the implementation process. External Visit key / large customers along with sales Personnel to present DGF IT capabilities and to be a Points-man for implementing customer requirements Lead Implementation liaison with Customers Internal Country / Regional BD Team Work closely with BD Sales to understand and comply with customer requirements Develop regional SOP and drive compliance Manage customer programs to meet KPI standards PSOS/PM Team Liaise with country PSOS/PM team for setup and support on Logis and other in-house applications. Regional IT Liaise with Regional IT team for setup and support on EDI and other technical areas. Regional Implementation & Program Management Team Liaise and coordinate the implementation on country level. Support And Develop Country IPM Team Capabilities As Required Country OFR/AFR Facilitate trainings and ensure all SOPs are being followed. Other BUs Liaise with other BUs (GCS, DESC) to coordinate regional GF freight implementation and programs. DePICT Phases Approach DEFINE Requirement Definitions Identify resources and budgets Identify critical success factors Project Deliverables Risk Assessment PLAN Project Team formation Plans- Project, Budgets, Risks Management Roles and Responsibilities IMPLEMENT Final solution blueprint\ Project Team meetings and follow-up Final SOP and KPIs Users’ training Testing and cut-off plan Go-live support plan Go-live project review Transition Post-implementation review Process refinements Lessons learned Customer acceptance and sign-off Project final report Controlling Status Reporting Change Management Scope management Risk Management Issue Management Budget Management People - Management This role will have Implementation Resources reporting from Stations Will need to work with these resources to ensure smooth Implementation of SME business Ensure that the team members are appropriately supported through timely intervention for resolving issues at Station level Demonstrate good control over Implementations happening across the country and conduct periodic reviews to ensure timeliness and Effectiveness This role no authority over regional line and functional personnel. Nevertheless he/she must be able to demonstrate ability to influence/coordinate decisions/actions to lead project group across regions and business units. Develop a high performance service culture within the functional department. Plan, organize and direct and efficient and effective functional department. Develop IKOs/ KPIs with team members and monitor individual performance. Conduct performance appraisal. Manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets. Identify training needs and opportunities to develop a highly skilled functional department Skills Skills / Qualifications Excellent project management skills Excellent facilitation skills Good communication and interpersonal skills Good language skills Good Presentation skills Competences Competency segment ‘Business’ Customer Orientation: Is focused on identifying and understanding each customer’s needs. Expresses and act on desire to assist customers in an efficient and friendly manner. Planning & Organizing: Sets clear and realistic goals and objectives. Establishes a course of action and a sequence of steps to ensure that activities and objectives are efficiently achieved. Is meticulous in approach towards projects and demonstrate high levels of perserverance Analysis: Breaks down a problem, situation or process into its component parts, separates the main issues from side-issues, understands the nature of parts and their relationship to one another. Seeks out and critically evaluates both numerical and narrative information. Draws accurate conclusions. Planning & Organizing: Sets clear and realistic goals and objectives. Establishes a course of action and a sequence of steps to ensure that activities and objectives are efficiently achieved. Is structured with good personal organization. Schedules time effectively and use efficient work methods and tools. Decision Making: Makes timely and appropriate choices based on accurate analysis and experience. Uses sound judgment even in conditions of uncertainty. Anticipates impact of decisions and plans how to manage risk. Results Orientation: Continually seeks to accomplish critical tasks with measurable results. Overcomes obstacles and makes adjustments to achieve results. Focuses self and others to achieve targets aligned with business goals. Competency segment ‘Leadership’ Teamwork: Works cooperatively with others to achieve target and objectives. Accomplishes own tasks in support of team goals and actively offers to help colleagues. Supports group decisions. Competency segment ‘Personal’ Accountability: Acts responsibly. Can be counted on to keep commitments. Complies with the intent of policies, procedures and agreements. Builds others' trust in own professionalism, integrity, expertise and ability to get results. Communication: Provides both verbal and written information in a timely, clear and concise manner. Expresses ideas effectively, adjusting style, tools and mode to the needs of others. Listens attentively, and summarizes or asks questions, when needed, to clarify information. Self Management: Remains calm, objective and controlled in responding to urgent or demanding situations. Maintains effective performance under pressure. Stays positive. Commitment to Excel: Challenges self and others to exceed standards and achieve extraordinary results, striving for best in class. Is not easily deterred when obstacles or delays are encountered. Expected Years Of Experience 5 years of experience and good relationship building abilities. Good knowledge of the Logistics Business. Good understanding of DHL IT capabilities Educational Qualifications Tertiary education or equivalent Logistics/Transportation education background an added advantage
About General Management Department The General Management role oversees all aspects of operations, including strategic planning, budgeting, and resource allocation. Responsibilities encompass managing teams across various functions, ensuring compliance with regulations and policies, and driving performance to achieve organizational goals. The role requires strong leadership, decision-making skills, and the ability to foster a collaborative and results-driven work culture. Job Summary The Station Head is responsible for managing, developing, and expanding the Area logistics business. They provide direction and leadership to achieve profitable growth, establish industry-leading service standards, and optimize the utilization of business assets and human resources. The role encompasses oversight of all aspects of the office, including Sales, Finance, HR, Products, and General Administration, with a primary focus on Sales and Products to align with the Country business strategy and local business environment. Key Responsibilities Operational Excellence and Stakeholder Collaboration Oversee the day-to-day operations of Airfreight, Ocean Freight, and Customs brokerage, ensuring smooth functioning and compliance. Collaborate with stakeholders to achieve the station's budget, taking suitable actions to maintain profitability and results. Engage with product team leads to fulfil customer promises promptly and efficiently. Implement performance matrices to measure progress impacting financials and customer experiences. Leadership and Team Development Lead team meetings, address operational irregularities, and guide teams in resolving exceptions and customer complaints. Evaluate KPI progress and articulate how each activity contributes to customer experience and organizational goals. Identify and eliminate waste, implement improvement initiatives, and enhance staff efficiency. Address escalations from customers, corporate offices, branches, and network, ensuring effective resolution. Customer Engagement and Operational Performance Engage with customers, internal teams, and network colleagues to improve operational performance and customer satisfaction. Collaborate with regional managers, Product HOD, and RD to address issues from shipping lines, airlines, and vendors. Actively support top-level sales activities, contribute to strategic sales pitches, and achieve sales targets. Plan and execute hinterland growth, increase collect business from the East Market, and develop business to neighbouring countries like Bangladesh, Nepal, and Bhutan. Ensure financial well-being from legal, statutory, and DPWN perspectives, implement cost control programs, and manage capital and revenue budgets effectively. Foster a high-performance service culture and develop a skilled team, identifying training needs and opportunities for departmental development. Promote the exchange and adoption of Best Practices, leverage technology for customer satisfaction, and monitor individual performance against IKOs/KPIs for continuous improvement and succession planning. COMPETENCIES Functional Competencies Product Knowledge: Proficiency in overseeing and optimizing Airfreight, Ocean Freight, and Customs brokerage operations, ensuring compliance with regulations and standards. Strategic Planning and Business Development: Experience in strategic planning, business development, and sales activities to achieve sales targets, expand market reach, and develop business opportunities in new areas and markets. Behavioural Competencies Results Orientation: Drive to achieve sales targets and deliver tangible results in a competitive business environment. Team Management: Skill in supervising, training, and motivating sales teams to achieve targets and deliver exceptional service. Innovation: Capacity to think innovatively and propose creative solutions to address challenges and seize business opportunities. Continuous Learning: Commitment to continuous learning and staying updated with industry trends, sales techniques, and best practices. Team Collaboration: Collaborating across teams for smooth operations. WHO CAN APPLY? Must Have Bachelor's degree is required. 9-12 years of relevant leadership experience in business development, preferably within the freight forwarding, shipping, or logistics industries. Excellent verbal and written communication skills to effectively convey ideas, negotiate deals, and collaborate with stakeholders. Strong analytical and problem-solving skills to address challenges and find solutions in the sales process. Strong customer orientation coupled with a high level of empathy. Preferred Post-graduate degree with a focus on sales/marketing. Experience of working at a multinational freight forwarding company.
Job Summary As the Business Development Manager, you will spearhead the expansion of the business by identifying and capitalizing on opportunities from both potential clients and our existing customer base. Beyond conventional sales, your role extends to creating SOPs, fostering inter-departmental collaboration, and harnessing the power of Sales360. Your key focus lies in comprehensively grasping customer requirements and harnessing DGF's freight forwarding proficiency to provide personalized solutions. Key Responsibilities Sales Cycle Management Lead the entire sales process from lead generation to successful conversion. Facilitate seamless payment processes to ensure timely closure of deals. Conduct regular reviews to monitor business performance and adjust strategies as necessary. Develop and manage a robust sales pipeline to achieve individual and team targets for profitable volume growth. Utilize DHL’s Sales360 application to enhance sales efficiency. Customer Relationship Management Gain insights into customers' core requirements and offer tailored solutions to drive profitable business relationships. Proactively address service issues and resolve them in a timely manner. Collaborate with existing clients to increase their share of wallet through value-based selling. Identify and onboard new clients that align with our service offerings and values. Managing internal and external stakeholders to aid in the development of products and solutions that align with market demands. Collaborate with colleagues from product and customer service divisions to meet customer expectations effectively. Gain insights into customer requirements and propose tailored solutions to address their needs. COMPETENCIES Functional Competencies Building Sales Pipeline: Efficiently managing the sales pipeline from lead generation to closure, ensuring timely follow-ups and conversions. Product Knowledge: Deep understanding of products like Air and Ocean, enabling effective communication of value propositions to clients. Sales Tools Utilization: Utilizing Sales360 tool effectively to track sales activities, manage customer relationships, and enhance productivity. Customer Focus: Dedication to understanding customer needs and delivering tailored solutions that exceed expectations. Behavioural Competencies Resilience: Ability to handle rejection, setbacks, and pressure inherent in sales roles, maintaining a positive attitude and determination. Continuous Learning: Willingness to learn and improve skills to enhance performance. Quality Orientation: Commitment to delivering high-quality results and services. Team Collaboration: Collaborating across teams for smooth operations. WHO CAN APPLY? Must Have Bachelor's degree is required. 5-6 years of hands-on experience in sales roles, preferably within the freight forwarding, shipping, or logistics sectors. Excellent verbal and written communication skills to convey ideas, negotiate deals, and address concerns effectively. Preferred Post-graduate degree with a focus on sales/marketing. Experience of working at a multinational freight forwarding company.