Senior Manager, Business Development

Tertiary Qualifications

• Logistics / Supply Chain / CPIM / CSCP MBA advantage
• Additional Computer Skills
• Basic knowledge of SharePoint, and MS Visio will be advantageous.
• Basic knowledge of Warehouse Management Systems and ERPs working knowledge of Red Prairie & SAP will be advantageous
• Knowledge of Automotive production systems would be advantageous
• MS Dynamics

Job-related Requirements

• Level Negotiation Skills
• High business acumen and problem-solving Skills.
• Strategic thinking
• Excellent sales skills Lions or equivalent
• AND
• 10 years successfully selling complex logistics solutions warehouse fine pick & distribution to multi-national customers

ADDED ADVANTAGES FOR THIS ROLE

• Understanding of Warehouse Management Systems, Automotive Production Systems, Lean,
• Co-ordinating and influencing diverse teams
• Experience in negotiating with clients at a director or C level.
• Experience working in the Automotive Production / Aftermarket and / or Consumer Retail or Technology sectors preferred

MAIN PURPOSE OF THE ROLE

• Identify and source profitable, large scale, new business opportunities for DSV Solutions and develop and initiate a sales approach that results in closing new business opportunities to meet or exceed an individual target in support of the overall DSV Solutions New Business target.
• Drive New business growth in nationally and within our chosen verticals
• Manage the solutions design process to produce high quality proposals, profitable solutions that minimize the risk exposure to DSV. Act as the key liaison between DSV Solutions and the Customer.
• Build a long term / multi year pipeline to support long term Growth targets
• This is a Hunter role!

DUTIES & RESPONSIBILITIES

• Exceed personal new business target within DSVs target verticals to contribute to the overall DSV Contract Logistics new business target.
• Manage the opportunity lifecycle to the opportunity closure.
• To develop compelling business value propositions for new business opportunities to meet growth targets within the DSV Contract Logistics Business Unit.
• Articulate DSV's value to clients by using industry and DSV knowledge to develop clear value statements of DSV products
• Identification of sources of and calculation of quantified value creation for our client using the DSV offering
• To align specific client objectives with the overall DSV Contract Logistics objectives to ensure sustainable growth
• Translation of client strategy and tactical objectives into supply chain requirements
• Linking of client strategy and supply chain requirements to DSVs offerings and services
• To develop and maintain a multi-year, large scale, pipeline of new business opportunities over a defined timeline to ensure continuous growth
• Develop and manage a pipeline to grow the business in line with business expectations
• Ensure all opportunities are accurately and timeously recorded in MS Dynamics CRM System and that opportunities are progressed through the sales cycle.
• Collect all the data elements required to develop a detailed costed solution.
• To understand and align revenue targets with closing cycles of the business opportunities within the pipeline to ensure consistent growth and accurate forecasting
• To take ownership of the tender process to ensure successful sales.
• Tenders and RQFs completed on time according to client's requirements
• Build and articulate the solutions design effectively
• Ensure DSV approval processes are followed, and standards met.
• Ensure QA of the final document proof reading, all inserts, exec summary, etc.
• To facilitate the successful implementation of the solutions sold, ensuring the revenue is realized.
• Solutions/services implemented according to what has been sold
• Client expectations met or exceeded
• Ensure implementation process is followed
• Ensure client sign-off of milestones
• Ensure effective communication between the client and DSV during the implementation phase.