As a New Business Hunter at DHL Express, you will play a key role in driving growth through the acquisition of new customers in the heavier-weight express segment (typically 30–1000 kg per shipment). Your mission is to win new business by identifying and developing opportunities with customers who require reliable, time-definite, and international transport solutions.
This role demands a dynamic, results-driven sales professional who thrives on winning new customers, understands complex logistics challenges, and embodies DHL’s “Insanely Customer Centric” culture.
Main Tasks and Key Responsibilities:
1. New Business Acquisition
- Proactively identify and secure new business opportunities focusing on heavier-weight shipments within your Country.
- Work closely with the Core and/ or Retail Sales Team to win heavier weight shipments by leveraging knowledge of the Customer; their industry and the freight forwarding environment.
- Develop a strong pipeline through targeted prospecting, networking, and strategic territory planning.
- Conduct in-depth customer needs analysis to provide customized DHL Express solutions that reconcile network capability, transit time, cost, and reliability.
- Negotiate and close new business opportunities ensuring profitable, sustainable growth for DHL Express.
- Collaborate with internal stakeholders to ensure smooth customer onboarding and handover to Core Sales for account management.
- Work proactively with the other DHL Group business units to respond to commercial opportunities for the Group.
2. Market Development & Strategy
- Research and analyze market trends, customer sectors, and competitive activity to identify and prioritize target industries (e.g. industrial, automotive, technology, manufacturing, healthcare) as well as any other emerging ones.
- Leverage DHL’s global network, product portfolio, and digital tools to position DHL Express as the preferred provider for heavier-weight express shipments.
- Provide market feedback to Product, Pricing, and Marketing teams to support service innovation and competitiveness.
3. Customer Relationship Management
- Leverage an existing professional network to unlock commercial opportunities for DHL Express.
- Build strong, trust-based relationships with decision-makers at potential customer organizations.
- Ensure a smooth transition from new business acquisition to account management, maintaining customer satisfaction during the onboarding phase.
- Uphold DHL’s high standards of service excellence and customer care.
4. Sales Performance & Reporting
- Achieve or exceed individual new business revenue and profit targets.
- Maintain accurate records of all customer interactions, opportunities, and pipeline data in the CRM system (COMET/ STELLAR).
- Deliver timely reporting and sales forecasts to management.
Job Requirements:
- Education:
Bachelor’s degree in Business, Sales, Logistics, Supply Chain, or a related field.
- Experience:
3–5 years of proven success in B2B sales, preferably within express logistics, air freight, or transport sectors.
Demonstrated ability to win and develop new accounts with complex logistics requirements.
Experience selling heavier-weight or time-definite services is highly desirable.
- Knowledge:
Strong understanding of international express logistics, cross-border trade, and customs processes.
Familiarity with DHL Express products and value propositions (TDI, TDD, etc.) advantageous
