Director Business Development, Technology, APAC



Full time

Logistics/Supply Chain


Apr 20

Director Business Development, Technology, APAC

DHL Supply Chain


Director of Business Development, Technology, APAC

As the Director of Business Development, Technology you are expected to drive DHL Supply Chain (DSC) business and growth agenda within Technology sector across Asia Pacific region through the pro-active identification, assessment, pursuit and win of new sales opportunities in addition to effective management of RFQ opportunities within the DSC Technology Sector at the regional and global level.

Main Responsibilities

• Develop and leverage constructive relationships within target accounts to gain access to key decision makers and establish coach network • Conduct research meetings with the customers and leverage coach network to understand the customer's organization, requirements and business objectives • 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 • Produces business cases across the business in the matrix; understands the advantages of cross-BU synergies and communicates these advantages to future customers. • Communicates the future vision, objectives and rationale behind the strategy. • Develops, manages, maintains and reviews sales pipeline; pro-actively identifies targets/ prospects and opportunities in focus on regional/ global level; remains focused on opportunities worth pursuing and rejecting those which are not. • Identify DSC's value proposition and high level solution parameters based on customer requirements • Plan the sales process and coordinate the opportunity team throughout the sales process • Collect and share knowledge, as well as 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 • Develops and presents compelling business/ solution fit presentations to key decision makers that clearly demonstrate business value to the customer and reflect deep understanding of customer business, underlying needs and market trends; is able to articulate key messages to audience using customer terminology. • 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. • Is able to pro-actively identify and analyze relevant information on target account through desk research and customer research meetings and understands customers’ key business drivers and considers end-to-end supply chain and future strategy when identifying business needs. • Pro-actively discusses with the customer how solution innovation may add value to their business. • Has strong understanding of financial/ commercial principles and DHL policies. • Identifies and gains access to influential and knowledgeable customer coaches. • Builds and develops network with colleagues across the business; successfully influences internal stakeholders to gain required support/ resources to deliver against agreed customer commitments; is able to manage virtual team and uses combined know-how of our group. • Ensures that solution team prepares exhaustive and structured hand-over documentation and pro-actively liaises with project implementation team; provides all relevant information on customer to account manager. • Demonstrates strong supply chain and sector understanding in customer interaction.


To be successful in this role, we would expect the following from you: • At least 8 – 10 years’ experience in a sales / business development with 5 years involving strategic management and planning within the Technology sector • At least 5 – 8 years’ experience with an international 3PL • At least 5 years’ international experience with 5 years in Asia Pacific with knowledge of key markets. • Strong interpersonal, communication and presentation skills with ability to work well under pressure. • Role seniority and industry knowledge in order to demonstrate to internal stakeholders and external customers’ deep understanding of the sector as well as the functional expertise and maturity at the BD level. • Be able to demonstrate a deep understanding of the Technology industry, its unique requirements, emerging trends, the verticals within the sector and the broader technical aspects of the Technology industry. • English fluency & good interpersonal skills • Preferably a degree holder

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