Business Development Manager

at  DHL

Position: Business Development Manager
Contract Type: Permanent/ / Full-time
Location: Field Based (Midlands) – but must be willing to travel to Head Office (Ryton on Dunsmore) as often as required
Hours: 37.5 per week

ABOUT THE ROLE:

• Deliver new business sales for medium sized mail customers (typical revenue of £500k-£1m pa gross revenue and £100-250k pa net revenue (excluding Royal Mail charges)) to agreed company targets.
• Build and maintain strong relationships with procurement bodies, print management companies and mailing houses to ensure the generation of an ongoing supply of sales leads. Source additional leads through own research and industry knowledge. Identify and establish contacts and relationships with a range of decision makers within customer prospects to build support for sales proposals. Identify benefit opportunities and address potential concerns to maximise sales success.
• Prepare and present new business sales propositions to customer leads and prospects, progressing opportunities through the complete sales process from lead through to established trading customer.
• Working to strict deadlines to ensure completion of tenders, onboarding of customers to agreed implementation plans, and delivery of company targeted revenues.
• Regular liaison with Customer Production Managers and Site Managers on a national basis to review/discuss capabilities to onboard prospects
• Accurately model operational costs and customer profitability of opportunities to ensure profitable bid pricing.
• Influence customer requirements and expectations as necessary to reduce the ongoing management and administrative burden of new and existing business
• Carry out contract negotiations, price reviews and build and maintain strong trading relationships whilst monitoring early life trading patterns
• Effectively solve problems and manage risk to satisfy customer bespoke requirements to ensure winning and retention of customers and achievement of targets and KPIs
• Lead sales, onboarding and implementation meetings with customers and carry out regular early life service reviews until handover to the account management team. Document the content, action points and timeliness in documents consistent with company standards and within the CRM package. Manage the outcome of these meetings to a satisfactory conclusion at all times.
• Provide a detailed handover and transitional support for established trading customers to the account management team
• Maintain relationships and loyalty of a range of successful customer implementations to act as references for future opportunities.
• Represent UK Mail and DHL eCommerce UK to external bodies, customers and prospects in a positive and professional manner at all times.
• Escalate concerns to Corporate Sales Director as appropriate for visibility and appropriate action
• Engage with Operational Management for assistance where appropriate
• Provide detailed reports, analysis and forecasts to the management as and when required
• Attend local, area and national meetings/training as and when arranged.
• Attend Annual and Interim Performance Reviews, identifying further development needs and agreeing objectives

WHAT WILL YOU NEED TO DO NEXT?

If you meet the requirements for this role and are looking for your next career move, submit your application to us along with an up-to-date CV