Regional Business Development Manager - Ocean Freight in Bristol

DHL Global Forwarding (DGF) is part of the DHL Group. While the DHL Group employs more than 580,000 people globally, DGF has around 31,000 freight forwarding experts in more than 190 countries, with around 1,000 of us based in the UK across 15 sites. As the experts in Freight Forwarding since 1815, we are the global specialists in Air, Ocean and Rail Freight. Our people are at the heart of what we do, and we’re committed to helping our Forwarders realise their full potential, supported by our own development journey – Certified International Forwarder (CIF). Every day we are guided by our values: Passion, Entrepreneurship, Excellence and Teamwork. We are extremely passionate about our people and what we do, which is why DHL Global Forwarding is recognised as a Top Employer and a Great Place to Work.

Role Overview

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 there is potential to increase share of wallet. This role will be primarily focused on Ocean Freight, though some Air Freight selling may 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, including 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.
• Ensure that all interactions are compliant with DPDHL Code of Conduct and other compliance requirements such as 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, Ocean 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. Additionally, we require a Criminal Record Check. We hire talented people from all backgrounds – irrespective of gender, disability, nationality, ethnicity, social background, religion and beliefs, age.