Regional Business Development Manager, CENAC
Deutsche Post AG
Panama-Stadt, Provincia de Panamá, Panama
hace 6 días

Description :

  • Develop and leverage constructive relationships within target accounts to gain access to key decision makers
  • Continuously review business potential and identify potential business opportunities
  • Conduct research meetings with the customers and leverage network to understand the customer's organization, requirements and business objectives
  • Present solution proposal and business fit to decision makers, engage in negotiations and close the deal
  • Collaborate with internal functions that support the sales process (product, operations, HR, IT, Finance, etc.), gather required input and coordinate actions
  • Work in close cooperation with customer operations teams (ensure quality, improve performance)
  • Facilitate knowledge / best-practice sharing between DGF community (within sector / geography)
  • Conduct research on strategically prioritized areas, sectors and target accounts (within sector / geography) to identify potential areas for business opportunities
  • Pro-actively identify opportunities within target accounts and answer incoming RFQs
  • Map and assess stakeholders within assigned target accounts
  • Conduct internal + external research to identify customer's supply chain requirements and business objectives
  • Conduct opportunity assessment for identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with DGF capabilities
  • Identify DGF's value proposition and high level solution parameters based on customer requirements
  • Develop a structured plan on how to win the opportunity (win-plan)
  • Identify and assess business fit of customer with DGF and develop convincing business fit presentation
  • Collect customer feedback after opportunity and conduct internal Post-Opportunity Review
  • Maintain access to key target account stakeholders, position DGF and continuously review business opportunity potential
  • Prepare, conduct and accompany handover to operations after closure, act as the customer's prime contact until handover to Operations / Account Management is finalized
  • Plan the sales process and coordinate the opportunity team throughout the sales process
  • Collect and share knowledge and best practices (also cross-country)
  • Collect and review input from opportunity team (e.g. HR, IT, etc.), ensure quality and commercial standards are met
  • Act as an interface between customer and DGF internal functions, collect and distribute required information
  • Analyze collected data together with functional experts (Operation, Product, IT, HR, Finance, etc.) and support solution development
  • Independently design standar
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