Head of Business Development NORAM (US & Canada)

Job Title: Head of Business Development NORAM (US & Canada)

Job Location: Edison, New Jersey or Atlanta, Georgia

Purpose of the Role



* Manage Business Development function in the Americas


* Direct the RFP process


* Direct the management of the sales pipeline


* Direct the maintenance of business development reporting at both a regional and global level


* Direct both internal and external marketing programs


* Direct the identification of new customers and markets


* Manage regional pricing in conjunction with global stakeholders


* Pursue service excellence, optimum productivity, profitability and effective use of resources


* Provide overall strategic leadership and promote a spirit of teamwork


* Allocate resources effectively to new customer pursuits, geographies and projects


* Ensure service excellence and motivate staff through effective leadership and career-pathing


* Act as a senior point of contact and/or escalation for customers


* Provide coaching on best practices with the overall objective to constantly improve processes


* Actively engage with implementation of new customers and the addition of new functionality with existing customers, in conjunction with Customer Implementation, Business Solutions, Operations and IT teams

Key Accountabilities / Roles & Responsibilities / Tasks



* Organizational



* Direct others in the completion of assignments through knowledge sharing



*
+ Provide direction and decision support to staff
+ Direct training and development
+ Allocate and manage overall team resources including hiring, discipline and termination of tenure
+ Monitor vacations and sick time and executing reviews and incentive schemes for direct reports and managing HR related issues



* Operational



* Drive an assigned geography and/or subset of customers, delivering continued pipeline development and new business wins


* End-to-end ownership of new customer acquisition, including win planning, value proposition creation and delivery, stakeholder management, and both commercial and technical proposals


* Drive new and incremental profitable business through technical sales expertise


* Build/maintain sustainable relationships with potential customers


* Ensure alignment of different ISC regions and functions as part of building complete winning value proposition for prospective clients


* Maintain and develop extensive supply chain management knowledge and expertise that can help differentiate DHL from the competition


* Collaborate effectively and extensively with wider DPDHL network in terms of both solution and overall pipeline development



* Personnel
+ Manage staff training and development to promote operational excellence and staff development



* Drive performance excellence


* Recognize and manage staff diversity, performance and or personality confl...