[Hiring] Business Development Manager @DHL eCommerce

Role Description

The Business Development Manager is responsible for acquiring new business and developing strategic customer relationships within the assigned territory/segment. This role focuses on building and converting a qualified pipeline, identifying high-potential opportunities, architecting customer solutions, and negotiating commercial agreements that support profitable growth. The Business Development Manager partners closely with cross-functional teams to win new business, ensure a smooth onboarding transition, and expand DHL eCommerce’s market position across all relevant product offerings.

Essential Duties and Responsibilities

• Prospecting & Pipeline Generation:
  • Build and manage a qualified pipeline of high-value prospective customers within the assigned territory / target segment.
  • Conduct proactive prospecting through outbound outreach, referrals, industry networking, and lead follow-up.
  • Qualify opportunities based on strategic fit, profitability potential, and implementation feasibility.
  • Develop and implement sales strategies to maximize revenue by targeting multiple prospects.
  • Identify and secure new business opportunities within the assigned geographic territory to drive growth.
• Market Development:
  • Conduct research and market analysis to identify growth opportunities.
  • Support business development initiatives, partnerships, and competitive analysis to strengthen DHL’s position in the market.
  • Establish and maintain relationships with cross-business units, third-party vendors, and other partners to support sales initiatives.
• Opportunity Management & Deal Architecture:
  • Assess customer business needs and translate them into commercially viable DHL solutions.
  • Architect deal structures that balance customer requirements, service feasibility, implementation readiness, and DHL’s commercial objectives.
  • Lead pricing and contract negotiations with a clear understanding of growth, profitability, and long-term customer value.
  • Build relationships with multiple stakeholders within customer organizations, including senior decision-makers, particularly for larger and more complex opportunities.
  • Partner with internal teams across pricing, implementation, operations, and other support functions to progress opportunities and support successful deal closure.
  • Conduct presentations and facility tours to demonstrate DHL eCommerce’s capabilities and value propositions.
• Closing & Structured Handoff:
  • Close deals and document commitments.
  • Ensure a structured transition of newly won accounts to the Key Account Manager and implementation teams, including commercial intent, solution scope, pricing assumptions, customer objectives, and key risks.
• Performance & Reporting:
  • Track pipeline progression, forecast accuracy, and opportunity conversion to ensure alignment with growth objectives.
  • Maintain accurate opportunity records, customer requirements, pricing assumptions, and handoff details in CRM and related reporting tools.
• Cross-Functional Collaboration:
  • Work closely with internal teams, including Solutions Engineers, Client Relationship Managers, and Implementation Managers, to support sales efforts and seamless customer onboarding.
  • Provide insights and recommendations to the Head of Regional Sales to help refine and execute strategic initiatives with a focus on net-new business growth.
  • Continuously develop sales skills, negotiation tactics, and financial acumen through training and joint selling opportunities.

Qualifications

• Bachelor’s degree in business or marketing preferred or related work experience.
• 7 years related sales experience calling on accounts.
• Parcel, ecommerce, and logistics experience required.
• Experience with sales activity reporting software preferred.

Requirements

• Proficiency in Word, Excel, and Outlook.
• Excellent written and verbal communication skills.
• Proven ability in pipeline management, new business acquisition, and complex sales cycles.
• Excellent organization, planning, and negotiation skills.
• Strong analytical and presentation abilities.
• Must be a self-starter, able to take initiative and work in a fast-paced environment.

Benefits

• Competitive Pay
• Bonus Programs
• Retirement Savings - 401k with company match
• Medical, Dental, Vision, Well-being programs
• FSA/HSA availability
• Tuition Reimbursement
• Paid Time Off including vacation and sick time
• Company Paid Holidays and Floating Holidays
• Paid Parental Leave
• Employee Discount Program
• Employee Assistance & Work Life Program
• Short Term and Long-Term Disability
• Life Insurance
• Annual Salary of $90,000-$105,000 + commission.