Strategic Sales Executive

UBICACIÓN: Santiago

FUNCIONES


* Drive gross profit and volume growth by acquiring and developing Strategic Business Customers (SBC) within the assigned scope (e.g., geography, product line, or market segment).


* Focus on active new business development (“hunting”) of profitable accounts and expanding share of wallet with existing customers by leveraging DHL’s full portfolio of logistics solutions.


* Increase lead conversion within a defined geographic region, product line, or market segment in line with business strategy, financial objectives, Group guidelines, and policies.


* Drive volume and gross profit growth by acquiring and developing primarily Strategic Business Customers.


* Systematically assess prospective accounts to prioritize effort and improve the probability of winning profitable customers.


* Own RFQ opportunities in close collaboration with the respective bid management teams


* Design tailored customer solutions using deep industry knowledge and the DHL product portfolio.


* Deliver compelling proposals, quotations, and bids that address customer requirements and demonstrate clear value.


* Position DHL as a trusted advisor through consultative selling, customer insight, and credible solution recommendations.

REQUISITOS DESEADOS:


* Bachelor’s Degree or equivalent experience/qualification


* Minimum 5 years industry experience in the freight forwarding industry


* Proven success in new business acquisition


* Experience managing medium-to-large, complex customer accounts

HABILIDADES Y COMPETENCIAS:


* Account strategy & governance (account plans, stakeholder mapping, QBR/MBR)


* Commercial & financial acumen (profitability, renewals, negotiation)


* Consultative selling & solutioning (value proposition, proposals/RFQs)


* Execution & operating discipline (CRM hygiene, pipeline, forecast)


* Cross-functional orchestration (influence, alignment, escalation leadership)


* Market/sector insight (customer industry knowledge, competitive awareness)


* Compliance & integrity (policy adherence, ethics, sustainability support)


* Business acumen (market research, industry/sector understanding, DHL processes/strategy