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).