Director of Business Development Contract Logistics

vor 3 Wochen

Frankfurt, Deutschland DB Schenker Vollzeit

The Region Europe is one of the four regions in the global DB Schenker organization.

One of the divisions in this region is Contract Logistics (CL/SCM). This European CL/SCM division accounts for €1.1B revenue generated in 9 geographical Clusters (totaling 30 country organizations) with more than 240 operational sites, servicing over 1,500 customers.

The Business Development [BD] department for CL/SCM at the regional level is primarily responsible for developing new business with new and existing customers. It cooperates with the Clusters in a leading or supporting role in the business development process, supporting our targets for achieving year-on-year profitable growth. The central team coordinates multi-country BD opportunities across the region.

Joining our team will give you the opportunity to engage with one of the top players in the logistics industry, developing your BD skills and experience in a team with an extensive track record and creating your personal success in this highly competitive environment. We will succeed as a team


The job

In this position you will be a member of the European Region Business Development Department, reporting to the VP Business Development and Customer Management Europe for CL/SCM.

You will actively approach the market for lead generation and network development in your vertical. You will manage the process of new business acquisition ‘from contact to contract’. You will ensure appropriate involvement of the relevant functions (operations, IT, implementation, finance, commercial) in this development process and act as the ‘deal owner’ throughout the process. You can count on active involvement of the Clusters, the regional functions and senior management.

You will be responsible for achieving your annual target for new business.

As a team we will agree priorities for opportunity selection.

In principle you will focus on your assigned Industry Vertical. However, as a team we will be flexible in taking on opportunities in other selected verticals, as workload may vary by vertical.

As a team we follow the agreed BD process to safeguard our professional standards.


Main Tasks

Business Development:

  • Identify, initiate and develop new business in the assigned vertical market, priority geographies and target accounts.
  • Involved in delivery of target Order Intake for the assigned vertical market. This target will be established annually and can vary by vertical.
  • In close cooperation with the clusters, manage client relationship from contact-to-contract by developing, presenting, selling and negotiating key supply chain solutions.
  • Lead and co-ordinate multi country opportunities.
  • Generate quality leads in assigned vertical market through own networking activity and through our key account team.
  • Develop and present market and sales plan for assigned vertical market.
  • Specify requirements and/or be involved in product development for the assigned vertical market.
  • Take active role in European BD team and the development of the overall European BD capability.
  • Comply with agreed BD process and commercial criteria.
  • Be connected with global BD organization and vertical markets.


Profile

  • At least 8-10 years experience in the supply chain / contract logistics industry.
  • Relevant university level education.
  • Consulting & presentation skills.
  • Solid and proven experience and network in the assigned vertical market.
  • Proven track record of sales effectiveness and closing ability.
  • Ability to engage with customers at senior level and develop a productive relationship.
  • Organizational sensitivity and ability to work effectively in matrix organization.
  • Ability to mobilize internal organization around business opportunity at multiple managerial levels.
  • Understanding of the financial dynamics of the CL business. Familiar with and able to produce investment business cases (CAPEX process) in cooperation with commercial control.
  • Stamina and ability to handle disappointment.
  • Creative, curious, and resourceful.
  • Unquestionable business integrity.
  • Strong English language (written and verbal).
  • Proficient in relevant computer skills (Word, PowerPoint, CRM, excel, PowerBI, or similar)
  • Ability to travel frequently throughout Europe, and occasionally inter-continental.

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