Head-BD-Transport (North)

Job Description

About Us Drive DSC business and growth agenda < within sector/geography> through the pro-active identification, assessment, pursuit and win of new sales opportunities in addition to effective management of RFQ opportunities Responsibilities Develop and leverage constructive relationships within target accounts to gain access to key decision makers and establish coach network. Continuously review business potential and identify potential business opportunities. Conduct research meetings with the customers and leverage coach network to understand the customer's organization, requirements and business objectives. Present solution proposal and business fit to decision makers, engage in negotiations and close the deal. Conduct research on strategically prioritized areas, sectors and target accounts < within sector/ geography> to identify potential areas for business opportunities Pro-actively identify opportunities within target accounts and answer incoming RFQs Map and assess stakeholders within assigned target accounts. Conduct internal + external research to identify customer's supply chain requirements and business objectives. Conduct opportunity assessment for identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with DSC capabilities. Identify DSC's value proposition and high level solution parameters based on customer requirements. Develop a structured plan on how to win the opportunity (win-plan). Identify and assess business fit of customer with DSC and develop convincing business fit presentation. Present solution to customer demonstrating clear business value, engage in negotiations and close the deal. Collect customer feedback after opportunity and conduct internal Post-Opportunity Review Requirements Identifies potential changes and plans ahead to adjust goals and implementation plans accordingly. Establishes clear, challenging and achievable targets; Champions continuous improvement and innovation; Inspires results and respects through empowerment, accountability, recognition and rewards. Maintains effective relationships with customers; Develops, commercializes and delivers high quality/ innovative services and solutions; Inspires customers and gains their commitment. Asks for feedback on own performance and behavior. Takes ownership of own development and strives to achieve personal excellence. Show more Show less