Strategic Sales Executive
DHL Global Forwarding
Fecha: hace 5 horas
ciudad: Santiago, Región Metropolitana
Tipo de contrato: Tiempo completo
UBICACIÓN: Santiago
FUNCIONES
FUNCIONES
- Drive gross profit and volume growth by acquiring and developing Strategic Business Customers (SBC) within the assigned scope (e.g., geography, product line, or market segment).
- Focus on active new business development (“hunting”) of profitable accounts and expanding share of wallet with existing customers by leveraging DHL’s full portfolio of logistics solutions.
- Increase lead conversion within a defined geographic region, product line, or market segment in line with business strategy, financial objectives, Group guidelines, and policies.
- Drive volume and gross profit growth by acquiring and developing primarily Strategic Business Customers.
- Systematically assess prospective accounts to prioritize effort and improve the probability of winning profitable customers.
- Own RFQ opportunities in close collaboration with the respective bid management teams
- Design tailored customer solutions using deep industry knowledge and the DHL product portfolio.
- Deliver compelling proposals, quotations, and bids that address customer requirements and demonstrate clear value.
- Position DHL as a trusted advisor through consultative selling, customer insight, and credible solution recommendations.
- Bachelor’s Degree or equivalent experience/qualification
- Minimum 5 years industry experience in the freight forwarding industry
- Proven success in new business acquisition
- Experience managing medium-to-large, complex customer accounts
- Account strategy & governance (account plans, stakeholder mapping, QBR/MBR)
- Commercial & financial acumen (profitability, renewals, negotiation)
- Consultative selling & solutioning (value proposition, proposals/RFQs)
- Execution & operating discipline (CRM hygiene, pipeline, forecast)
- Cross-functional orchestration (influence, alignment, escalation leadership)
- Market/sector insight (customer industry knowledge, competitive awareness)
- Compliance & integrity (policy adherence, ethics, sustainability support)
- Business acumen (market research, industry/sector understanding, DHL processes/strategy
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