RES Global Head of Business Development (US-O)

RES Global Head of Business Development

Would you like to join the Logistics Company for the World? DHL Supply Chain is just that.

Become an essential part of everyday life, by contributing to an organization that is Connecting People and Improving Lives. If you have a passion for people, a desire to problem-solve, and eagerness to pursue continuous improvement opportunities… we look forward to exploring career possibilities with you!

Job Description

Lead pipeline development and customer acquisition for RES projectsBuild and convert customer pipeline to fill avg. EUR 1bn in RES revenue and >120m pre-IFRS EBIT annually across 20+ countriesEnsures customer stickiness by winning customer contract terms that are on avg. >50% longer than the average DSC customer contract and enabling high renewal rates through portfolio refreshImproves GP and margin on new customer wins and renewalsAccelerates growth of DSC businessGlobal leader for RES pipeline processes & performance – customer-specific Build-to-Suits, ahead-of-need, portfolio refresh as well as a new focus on developing for customers where DSC does not operate Management of the RES BD organization, incl. standard operating best practices, sales enablement, product education, and team developmentRepresent Customer and business development priorities in the RES Board and represent RES in the Global CCO board

Responsibilities

Account planning & engagementAnalyze target customers and win/loss causation, supported by RES data analytics, to focus RES BD efforts and maximize conversionWork with GAM, CSI, Customer 4 Life, etc. leadership, map DSC relationship owners with key customers,understand account strategies and customer SC networks, and organize RES BDs to embed into account plansEducate account mgmt. on RES value proposition and proactive engagement on RESCreate and align plan for customer touchpoints with RES teams & DSC relationship owners (e.g., events, Top 2 Tops)Raise awareness and position RES with top customer decision-makersCreate a multiplier of opportunities with customers across regions by connecting internal SMEs, customer relationships, or best practices

Pipeline

•Standardize best practice pipeline generation process and partner with CCOs to integrate processes as BAU with regional BDs

•Expand sources of pipeline opportunities (e.g., pure labor play operations where customers control own real estate) and create process and educate teams to gain access

•Develop a standardized value proposition to DSC and 3rd party customers

•Develop KPIs, tools (e.g., qualification matrix) and pipeline mgmt. processes to enhance pipeline success and transparency

•Digitalize ways of selling to customers (e.g., Halo) and ways of working (e.g., GenPro)

•Central role in pipeline prioritization alongside Capital Markets and Commercialization

Marketing

•Partner with Marketing to develop messaging to easily convey the RES value proposition

•Develop marketing strategies, sales enablement material, and plan (DSC customers, 3rd party, investors, etc.), in collaboration with marketing teams

•Lead RES marketing campaigns and continuously enhance based on marketing data

•Make decisions/manage marketing budgets to maximize conversion

Customer Commercialization

•Work closely with DSC Pricing Excellence team to create a standardized value model for RES

•Partner with RES Commercialization to maximize value capture of projects involving RES (whether in operational profitability, rent, RES profit) and bring transparency of the “best option” to the DSC business and decision boards

Leadership

•Lead an inclusive highly effective global RES Customer Community – incl. defining community priorities and roadmap, establishing multiple touchpoints of engagement, creating valuable opportunities for RES BDs, and connecting opportunities and best practices across RES or DSC

•Be the captain to the Customer Community by influencing RES BDs to adopt best practices and to become more effective sales leaders

•Represent RES in the DSC CCO board

•Represent Customer community in the RES global board

•Work with RES regional leaders on RES BD teams’ development

Customer Experience

•Standardize best practices for customer ongoing engagement throughout the O2D process, incl. close and contract stages, project implementation, and handover/go-live

•Guide RES customer-facing teams (e.g., developers, Program Mgrs., Construction Mgrs.) on best practices for communicating with customers

•Seek feedback on customer experience (e.g., CXM, interviews) and initiate continuous improvement throughout customer journey

Required Education and Experience

University degree or equivalent work experience15-20 years working experience in an international real estate or logistics environment in business development, sales or customer service leadership, ideally with at least 5 years experience in DSCFamiliarity of working at the C-suite level with Customers and internal stakeholders Strong communication skills and ability to tie the value proposition to customers’ interests/needsStrong commercial acumen required to sell a value-based solution

Our Organization has a business casual environment and focuses on teamwork, associate development, training, and continuous improvement. We offer competitive wages, excellent affordable insurance benefits (including health, dental, vision and life), 401K plan, paid vacation and holidays.

Our Organization is an equal opportunity employer.