Business Development Manager

DSV – Global Transport and Logistics

DSV encourages inclusivity and are committed to diversity in the workplace while welcoming applications from all qualified individuals including women, members of visible minorities, aboriginal persons, and persons with disabilities. Our goal is to provide an inclusive environment for all to succeed. We work with candidates with disabilities throughout the recruitment process to ensure that they have what they need to be at their best. Please reach out to Human Resources should you require accommodation during the recruitment process.

Location: CAN - Saint-Laurent, Rue Beaulac
Job Posting Title: Business Development Manager
Time Type: Full Time

Purpose of the position
The Business Development Manager is responsible for achieving sales growth targets and executing strategic priorities while driving collaboration within the Canadian organization.
Maintaining existing or onboarded complex accounts aligned with DSV’ s Sales Process; achieving sales plan objectives with the assigned clients, new targets and complex client prospects by selling DSV’s products and solutions; ensuring alignment across functional areas (Product, Sales, Operations) throughout all phases of the sales cycle.
Responsibility to drive end-to-end and value-added solutions with sizeable potential

Key Tasks
• Generating business for both Air/Sea freight and customs with focus on strategic/key accounts.
• Maintain & develop relationship with complex customers and help in enhancing business growth.
• Mentoring role with organization’s sales representatives
• Any other task assigned by the management.

Strategic Management
• Foster and leverage industry know-how, best practices and expertise across the Sales, product and operational teams within the BU
• Utilize specific industry knowledge and available resources to diagnose our customer’s supply chain needs
• Develop and prepare strategic proposals
• Participate in customer generated RFI, RFQ and RFP’s and spot opportunities
• Develop, build rapport and nurture long-term partnerships with the accounts with their existing or onboarded accounts
• Translate DSV‘s global capabilities into value creation for the Customer and DSV
• Support branch in developing Product related Strategies. Provide regular input to Manager of Sales on product and customer development (business intelligence)
• Organize and participate in regular reviews with the accounts to ensure customer satisfaction and maintaining sustainable business growth
• Develop and maintain a sustainable sales pipeline to ensure ample opportunities in order to meet target settings
• Provide regular input to Product Management through the Manager to ensure alignment on all strategic opportunities
• Constantly seek & drive continuous improvement efforts within area of responsibility (e.g. collaboration, system, processes

Sales Management
• Manage appointments and account activity reports through the timely use of the CRM tool
• Offer a value-oriented consultation to Customers by connecting the Clients’ needs with DSV’s solutions
• Manage the execution of Sales activities for target accounts in line with the defined DSV Sales methodology
• Plan and manage sales pipeline of expected and upcoming opportunities in a timely manner
• Promote and influence prospect Customers and existing Clients to ensure best in-class solutions and value for our Customers in order to secure sustainable business growth
• Responsible for business growth through new business wins and organic growth;
• Responsible to achieve individual KPIs (set once a year and subject to change)

Customer Relationships
• Organize and participate in regular reviews with the accounts to ensure customer satisfaction and sustainable business relationship
• Builds congruity and trust with customers by being up-to-date about customer’s business and the market
• Develop, build rapport and nurture long term partnerships with the accounts, translating our global capabilities to customer value, for maintaining and continually expanding account share penetration
• Supports customer retention and maintains strategic Client relationships by conducting joint visits with Product and Sales Management
• Work collaboratively with Product Managers, Account Management and operational team to guarantee customers’ operations are processed thoroughly and efficiently
• Create a comprehensive global network of contacts

All staff:
• Perform assigned tasks to support DSV meets its objectives and targets regarding quality, health, safety and environment and follow all requirements as set out in the Quality Health Safety Environment policy.
• It is the responsibility of all staffs to ensure that their day to day activities embrace sustainability/Health and safety therefore reducing the impact upon the environment, supporting the communities we work in and reducing incidents in the workplace.

Due to the dynamic nature of our industry, your accountabilities and role may change.

Function / Market & Industry Knowledge / Business Acumen / Process working
• Understanding of DSV strategy and products
• Knowledge about markets and competitors
• Knowledge about trends and challenges for the industry
• Understanding of business principles and language, incl. the fundamentals of finance and profitability
• Business administration competence
• Excellent Sales and negotiation skills
• Ability to review, analyze and understand contracts
• Knowledge of business and financial processes
• Knowledge in freight forwarding and logistics
• Willingness to travel

Skills & Competencies
TEAM LEADERSHIP

• Proven track record in building high performing workforce (experienced in recruitment/selection; training/development; coaching; conflict management; performance management)
• Ability to lead and develop high performing teams

COMMUNICATION & PRESENTATION

• Ability to communicate openly and confidently
• Ability to influence and convince others in a way that results in acceptance and agreement
• Ability to shape conversations to ensure focus and understanding
• Effective listening
• Willingness to engage in constructive confrontation
• Ability to clearly and concisely present both written and/or oral information

CHANGE MANAGEMENT/INNOVATION

• Ability for systematic and rational analysis to identify the root cause of problems
• Willingness to challenge the status quo and to drive innovation and change
• Capable to generate creative ideas/solutions

STRATEGIC LEADERSHIP

• Is familiar with entrepreneurial and strategic matters
• Ability to recognize legal trends (regulations) incl. compliance environment
• Ability to recognize Industry and Market trends and developments
• Has a holistic perspective, realizes independencies and their impact when making a decision
• Ability to initiate and implement new approaches and procedures, to set robust plans in advance, to initiate implementation steps
• Strategic and planning skills (ability to translate strategy to operational planning and to execute)

ACCOUNTIBLITY
• Strong decision-making capabilities and high accountability:
(Ability and willingness to decide on the basis of root cause analysis and agreed criteria and to make decisions also in difficult situations)
• Credibility
• Ready to take personal accountability for achieving individual and shared goals
• Assertiveness
• Capable to make informed judgments and to generate practical, timely solutions
• Ability to find pragmatic solutions by using decision making techniques
• Willingness to involve stakeholders in decision making process, to get buy-in and to implement solutions
• Supports organizational commitment to ISO 9001, ISO 45001 certification – Montreal Only

CUSTOMER ORIENTATION

• Customer focus (monitors customer expectations continuously and is willing to adapt own
activities/procedures)
• Readiness to continuously focus on identifying and meeting customer current and future needs
• Readiness to provide alternatives and optimized solutions to the Customer
• Ability to establish a successful long-term business partnership with internal and external customers

COLLOBORATION AND INFLUENCE

• Ability to coordinate efforts/resources within and across boundaries to deliver goals
• Ability to work with different cultures and to manage cross functional interfaces
• Ability and willingness to effectively live and manage the matrix organization
• High priority for teamwork
• Team player
• Capable to build strong and long-term team relationships within and across functions and geographical boundaries and based on ethics and trust

RESULT ORIENTATION

• Ready to take personal accountability for achieving individual and shared goals
• Ability to set robust plans well in advance and to initiate action to move projects forward
• Planning & Organizing (Ability to prioritize, plan, assign & control)
• Time management (monitoring performance against deadlines and milestones)

PERSONAL EXCELLENCE

• Integrity
• Act as a Role Model for Group Values and fully adhere to the Code of Conduct
• High energy and resilience
• High commitment and positive attitude in the face of setbacks and obstacles
• High stress level (Ability to work under pressure and deal with tight deadlines)
• Be authentic, approachable, open and honest

Educational background / Work experience
• Bachelor's degree in Business Administration/Economics/Marketing or equivalent work experience
• Minimum 3 to 5 years of industry experience
• Minimum 5 years of prior Sales experience
• CIFFA, an asset

Language Skills
• Fluent in English and French
• Additional languages considered an asset

Computer Literacy
• Advanced knowledge of Microsoft® Office Software (Excel®, Word, PowerPoint® and others)
• Proficient in Customer Relationship Management tools (CRM)

At DSV, we keep supply chains flowing in a world of change. We provide and manage supply chain solutions for thousands of companies every day – from the small family-run business to the large global corporation. Our reach is global, yet our presence is local and close to our customers. More than 75,000 employees in over 80 countries work passionately to deliver great customer experiences and high-quality services. We aspire to lead the way towards a more sustainable future for our industry and are committed to trading on nature’s terms.

DSV is a dynamic organization that fosters inclusivity and diversity. We conduct our business with integrity, respecting different cultures and the dignity and rights of individuals.

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