Regional Business Development Manager - Air Freight in Glasgow

To drive profitability and volume growth through new business wins, from customers not currently trading with DHL Global Forwarding. Existing customers will also be in scope where it has been identified that there is the potential to increase share of wallet. This role will be primarily focused on Air Freight, though some Ocean Freight selling will likely be required for bolt on customers.

Key Responsibilities:

• The ability to find and close new business wins through identifying, qualifying, communicating, building rapport, designing solutions, presenting solutions and handling objections.
• The ability to question customers in a way that facilitates information that the business can then use to gain valuable insight, resulting in business wins.
• A positive mind-set is key. Each opportunity and challenge will require positivity, tenacity, courage and resilience.

Stakeholders:

• Work closely with station management and station operations to meet targets and deliver a transparent and accurate pipeline.
• Report on activity and performance to stakeholders, including logging of activity and opportunity within Sales360.
• Ensure good working relationships are established at all levels with stakeholders and departments, to include Sales, Air/Ocean Product Management, Station Operations, Customer Experience, Finance, Procurement, Logistics and senior management.
• Work closely with Trade Lane, Inside Sales, and Business Development to strengthen the overall Sales team effort.
• Regularly source information for sales management on opportunities, must wins, activity and other reports.
• Ensures that all interactions are compliant with DPDHL Code of Conduct and other compliance requirements e.g. anti-corruption.
• Contribute to the First Choice continuous improvement program.

Skills and Experience:

• A strong knowledge of the territory is vital when it comes to understanding customer base, investment and growth potential. A good knowledge of the market in terms of our competitors is also desirable.
• 2-3 years experience working in a competitive selling environment within the shipping, freight forwarding and logistics industry (desirable) – consideration would also be given to those with a strong operational or commercial background.
• Solid operational knowledge of Ocean and Air freight is desired.
• Understanding of local market, industries, contacts, and decision makers within freight and logistics procurement is required.
• An excellent communicator with strong commercial sense and understanding.

Benefits:

• A competitive salary + eligibility for the sales incentive scheme.
• Generous holiday entitlement.
• Pension scheme which includes life assurance.
• Access to professional employee assistance and wellbeing programme.
• A competitive package of voluntary benefits including retail, entertainment, gym membership, cycle to work scheme, contribution to eye care costs, and many more discounts.
• Training and Development opportunities with a strong focus on internal promotion.

HOURS/SHIFT PATTERN: 37.5 hours per week

REPORTS TO: Head of Business Customers, Air Freight

Please note: Due to the nature of our business we are regulated by the CAA (Civil Aviation Authority), therefore it is compulsory for all applicants once offered employment to provide a full 5 year employment history. Additional to this we are required to carry out a Criminal Record Check.

What’s Next? If you would like to be considered for this position, then please apply via our careers website with a copy of your CV outlining your experience to date and suitability for the role.