About this role
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