Business Development Director Sl Emea
il y a 2 semaines
As Director Business Development, you'll Drive DSC business and growth agenda od SL EMEA through the pro-active identification, assessment, pursuit and win of new sales opportunities in addition to effective management of RFQ opportunities
Your tasks:
- Customer
- 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
- Stakeholder
- Collaborate with internal functions that support the sales process (Solution Design, operations, HR, IT, Real Estate, Legal, Finance, etc.), gather required input and coordinate actions
- Work in close cooperation with customer operations teams (ensure quality, improve performance)
- Facilitate knowledge/ bestpractice sharing between DSC community
- Process strategizing
- Draft vision and target for assigned target accounts
- Conduct research on strategically prioritized areas, sectors and target accounts
- Process Hunting
- Proactively 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 (winplan)
- 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"
- Maintaining
- Maintain access to key target account stakeholders, position DSC and continuously review business opportunity potential
- Prepare, conduct and accompany handover to operations after closure, act as the customer's prime contact until handover to Operations/ Account Management is finalized"
- Team Management/ Coordination
- Assemble input from opportunity team, prepare proposal and BCA
- Plan the sales process and coordinate the opportunity team throughout the sales process
- Collect and share knowledge and best practices (also crosscountry)
- Collect and review input from opportunity team (e.g. HR, IT, etc.), ensure quality and commercial standards are met
- Act as an interface between customer and DSC internal functions, collect and distribute required information"
- Analyze collected data together with functional experts (Solution Design, IT, HR, Real Estate, etc.) and support solution development
- Independently design standard solutions (supported by functional experts)"
What we offer:
- A lot of exposure in our company, huge growth potentials;
- Salary which fits to your knowledge and skills;
- A bonus and a company car
- Interesting fringe benefits such as meal vouchers, a hospitalization insurance and much more
The requirements for the job:
- Sales and logistics & transport experience
- Regional experience
- Excellent organizational, planning and time management skills
- Logical thinking and creative problemsolving ability with attention to detail
- Good communication and negotiation skills
- Understands client aspiration and readiness to accept commercial propositions; develops negotiation strategies with senior business leaders; demonstrates strong persuasion skills when articulating commercial value to client.
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