DHL
RES Global Head of Business Dev
DHL, Westerville, Ohio, United States, 43082
RES Global Head of Business Development (US-O)
Would you like to join the Logistics Company for the World? DHL Supply Chain is just that.
Become an essential part of everyday life, by contributing to an organization that is Connecting People and Improving Lives. If you have a passion for people, a desire to problem-solve, and eagerness to pursue continuous improvement opportunities... we look forward to exploring career possibilities with you!
Job Description
Lead pipeline development and customer acquisition for RES projects
Build and convert customer pipeline to fill avg. EUR 1bn in RES revenue and >120m pre-IFRS EBIT annually across 20+ countries
Ensures customer stickiness by winning customer contract terms that are on avg. >50% longer than the average DSC customer contract and enabling high renewal rates through portfolio refresh
Improves GP and margin on new customer wins and renewals
Accelerates growth of DSC business
Global leader for RES pipeline processes & performance customer-specific Build-to-Suits, ahead-of-need, portfolio refresh as well as a new focus on developing for customers where DSC does not operate
Management of the RES BD organization, incl. standard operating best practices, sales enablement, product education, and team development
Represent Customer and business development priorities in the RES Board and represent RES in the Global CCO board
Responsibilities
Account planning & engagement
Analyze target customers and
win/loss causation , supported by RES data analytics, to focus RES BD efforts and maximize conversion
Work with
GAM, CSI, Customer 4 Life, etc. leadership ,
map DSC relationship owners with key customers ,
understand account strategies and customer SC networks , and organize RES BDs to
embed into account plans
Educate account mgmt. on RES value proposition
and proactive engagement on RES
Create and align
plan for customer touchpoints
with RES teams & DSC relationship owners (e.g.,
events, Top 2 Tops )
Raise awareness and
position RES with top customer decision-makers
Create a multiplier of opportunities with customers across regions by connecting internal SMEs, customer relationships, or best practices
Pipeline
Standardize best practice pipeline generation process and partner with CCOs to integrate processes as BAU with regional BDs
Expand sources of pipeline opportunities
(e.g., pure labor play operations where
customers control own real estate ) and create process and educate teams to gain access
Develop a
standardized value proposition
to DSC and 3rd party customers
Develop KPIs, tools (e.g.,
qualification matrix ) and pipeline mgmt. processes to enhance pipeline success and transparency
Digitalize ways of selling to customers (e.g., Halo) and ways of working (e.g., GenPro)
Central role in pipeline prioritization alongside Capital Markets and Commercialization
Marketing
Partner with Marketing to develop messaging to easily convey the RES value proposition
Develop
marketing strategies, sales enablement material, and plan
(DSC customers, 3rd party, investors, etc.), in collaboration with marketing teams
Lead RES marketing campaigns and continuously enhance based on marketing data
Make decisions/manage marketing budgets to maximize conversion
Customer Commercialization
Work closely with
DSC Pricing Excellence team
to create a standardized
value model for RES
Partner with RES Commercialization to maximize value capture of projects involving RES (whether in operational profitability, rent, RES profit) and bring transparency of the best option to the DSC business and decision boards
Leadership
Lead an inclusive highly effective global RES Customer Community incl. defining community priorities and roadmap, establishing multiple touchpoints of engagement, creating valuable opportunities for RES BDs, and connecting opportunities and best practices across RES or DSC
Be the captain to the Customer Community by influencing RES BDs to adopt best practices and to become more effective sales leaders
Represent RES in the DSC CCO board
Represent Customer community in the RES global board
Work with RES regional leaders on RES BD teams development
Customer Experience
Standardize best practices for customer ongoing engagement throughout the O2D process, incl. close and contract stages, project implementation, and handover/go-live
Guide RES customer-facing teams (e.g., developers, Program Mgrs., Construction Mgrs.) on best practices for communicating with customers
Seek feedback on customer experience (e.g., CXM, interviews) and initiate continuous improvement throughout customer journey
Required Education and Experience
University degree or equivalent work experience
15-20 years working experience in an international real estate or logistics environment in business development, sales or customer service leadership, ideally with at least 5 years experience in DSC
Familiarity of working at the C-suite level with Customers and internal stakeholders
Strong communication skills and ability to tie the value proposition to customers interests/needs
Strong commercial acumen required to sell a value-based solution
Our Organization has a business casual environment and focuses on teamwork, associate development, training, and continuous improvement. We offer competitive wages, excellent affordable insurance benefits (including health, dental, vision and life), 401K plan, paid vacation and holidays.
Our Organization is an equal opportunity employer.
Brand: DHL
Address: 360 Westar Blvd Westerville, OH - 43082
Property Description: 7169 - Westerville OH
Property Number: 7169
#J-18808-Ljbffr
Would you like to join the Logistics Company for the World? DHL Supply Chain is just that.
Become an essential part of everyday life, by contributing to an organization that is Connecting People and Improving Lives. If you have a passion for people, a desire to problem-solve, and eagerness to pursue continuous improvement opportunities... we look forward to exploring career possibilities with you!
Job Description
Lead pipeline development and customer acquisition for RES projects
Build and convert customer pipeline to fill avg. EUR 1bn in RES revenue and >120m pre-IFRS EBIT annually across 20+ countries
Ensures customer stickiness by winning customer contract terms that are on avg. >50% longer than the average DSC customer contract and enabling high renewal rates through portfolio refresh
Improves GP and margin on new customer wins and renewals
Accelerates growth of DSC business
Global leader for RES pipeline processes & performance customer-specific Build-to-Suits, ahead-of-need, portfolio refresh as well as a new focus on developing for customers where DSC does not operate
Management of the RES BD organization, incl. standard operating best practices, sales enablement, product education, and team development
Represent Customer and business development priorities in the RES Board and represent RES in the Global CCO board
Responsibilities
Account planning & engagement
Analyze target customers and
win/loss causation , supported by RES data analytics, to focus RES BD efforts and maximize conversion
Work with
GAM, CSI, Customer 4 Life, etc. leadership ,
map DSC relationship owners with key customers ,
understand account strategies and customer SC networks , and organize RES BDs to
embed into account plans
Educate account mgmt. on RES value proposition
and proactive engagement on RES
Create and align
plan for customer touchpoints
with RES teams & DSC relationship owners (e.g.,
events, Top 2 Tops )
Raise awareness and
position RES with top customer decision-makers
Create a multiplier of opportunities with customers across regions by connecting internal SMEs, customer relationships, or best practices
Pipeline
Standardize best practice pipeline generation process and partner with CCOs to integrate processes as BAU with regional BDs
Expand sources of pipeline opportunities
(e.g., pure labor play operations where
customers control own real estate ) and create process and educate teams to gain access
Develop a
standardized value proposition
to DSC and 3rd party customers
Develop KPIs, tools (e.g.,
qualification matrix ) and pipeline mgmt. processes to enhance pipeline success and transparency
Digitalize ways of selling to customers (e.g., Halo) and ways of working (e.g., GenPro)
Central role in pipeline prioritization alongside Capital Markets and Commercialization
Marketing
Partner with Marketing to develop messaging to easily convey the RES value proposition
Develop
marketing strategies, sales enablement material, and plan
(DSC customers, 3rd party, investors, etc.), in collaboration with marketing teams
Lead RES marketing campaigns and continuously enhance based on marketing data
Make decisions/manage marketing budgets to maximize conversion
Customer Commercialization
Work closely with
DSC Pricing Excellence team
to create a standardized
value model for RES
Partner with RES Commercialization to maximize value capture of projects involving RES (whether in operational profitability, rent, RES profit) and bring transparency of the best option to the DSC business and decision boards
Leadership
Lead an inclusive highly effective global RES Customer Community incl. defining community priorities and roadmap, establishing multiple touchpoints of engagement, creating valuable opportunities for RES BDs, and connecting opportunities and best practices across RES or DSC
Be the captain to the Customer Community by influencing RES BDs to adopt best practices and to become more effective sales leaders
Represent RES in the DSC CCO board
Represent Customer community in the RES global board
Work with RES regional leaders on RES BD teams development
Customer Experience
Standardize best practices for customer ongoing engagement throughout the O2D process, incl. close and contract stages, project implementation, and handover/go-live
Guide RES customer-facing teams (e.g., developers, Program Mgrs., Construction Mgrs.) on best practices for communicating with customers
Seek feedback on customer experience (e.g., CXM, interviews) and initiate continuous improvement throughout customer journey
Required Education and Experience
University degree or equivalent work experience
15-20 years working experience in an international real estate or logistics environment in business development, sales or customer service leadership, ideally with at least 5 years experience in DSC
Familiarity of working at the C-suite level with Customers and internal stakeholders
Strong communication skills and ability to tie the value proposition to customers interests/needs
Strong commercial acumen required to sell a value-based solution
Our Organization has a business casual environment and focuses on teamwork, associate development, training, and continuous improvement. We offer competitive wages, excellent affordable insurance benefits (including health, dental, vision and life), 401K plan, paid vacation and holidays.
Our Organization is an equal opportunity employer.
Brand: DHL
Address: 360 Westar Blvd Westerville, OH - 43082
Property Description: 7169 - Westerville OH
Property Number: 7169
#J-18808-Ljbffr