Business Development Specialist at DHL

Role Purpose:

As a New Business Hunter at DHL Express, you will play a key role in driving growth through the acquisition of new customers in the heavier-weight express segment (typically 30–1000 kg per shipment). Your mission is to win new business by identifying and developing opportunities with customers who require reliable, time-definite, and international transport solutions.

This role demands a dynamic, results-driven sales professional who thrives on winning new customers, understands complex logistics challenges, and embodies DHL’s “Insanely Customer Centric” culture.

Main Tasks and Key Responsibilities:

1. New Business Acquisition

• Proactively identify and secure new business opportunities focusing on heavier-weight shipments within your country.
• Work closely with the Core and/or Retail Sales Team to win heavier-weight shipments by leveraging customer and industry insights.
• Develop a strong pipeline through targeted prospecting, networking, and strategic territory planning.
• Conduct in-depth customer needs analysis to provide customized DHL Express solutions aligned with transit time, cost, and reliability.
• Negotiate and close new business opportunities, ensuring profitable and sustainable growth.
• Collaborate with internal stakeholders to ensure smooth onboarding and handover to Core Sales for account management.
• Work proactively with other DHL Group business units to respond to commercial opportunities.

2. Market Development & Strategy

• Research and analyze market trends, customer sectors, and competitive activity to identify target industries (e.g., industrial, automotive, technology, manufacturing, healthcare).
• Leverage DHL’s global network, product portfolio, and digital tools to position DHL Express as the preferred provider.
• Provide market feedback to Product, Pricing, and Marketing teams to support innovation and competitiveness.

3. Customer Relationship Management

• Leverage an existing professional network to unlock commercial opportunities.
• Build strong, trust-based relationships with decision-makers.
• Ensure a smooth transition from acquisition to account management.
• Maintain high standards of service excellence and customer care.

4. Sales Performance & Reporting

• Achieve or exceed new business revenue and profit targets.
• Maintain accurate records of customer interactions and pipeline data in CRM systems (COMET/STELLAR).
• Deliver timely reports and sales forecasts.

Job Requirements:

Education:

• Bachelor’s degree in Business, Sales, Logistics, Supply Chain, or a related field.

Experience:

• 3–5 years of proven success in B2B sales, preferably in express logistics, air freight, or transport.
• Demonstrated ability to win and develop new accounts with complex logistics needs.
• Experience selling heavier-weight or time-definite services is highly desirable.

Knowledge:

• Strong understanding of international express logistics, cross-border trade, and customs processes.
• Familiarity with DHL Express products and value propositions (TDI, TDD, etc.) is an advantage.

We look forward to your application.