Res Business Development Senior Director Apac
2 weeks ago
**About us**
DHL Supply Chain's Real Estate Solutions (RES) is changing the way DHL's customers locate and design their warehouses to maximize supply chain effectiveness. RES is the real estate investment and development business of DHL Supply Chain, outpacing our competitors in both development and logistics industries alike in 20+ countries. As the world leader in 3rd Party Logistics (3PL) we combine DHL's operational know-how and customer supply chain insights with our real estate development and capital markets expertise.
**What does the Business Development Senior Director do?**
This role will drive the business and growth agenda for Real Estate Solutions (RES) product in the APAC region through the pro-active and early identification and qualification of new sales opportunities through all pipelines, as well as relationship management throughout sale and delivery of project. You will lead, manage and monitor country real estate strategies in focused and new markets and alignment with country needs; supporting business growth. You will be the primary influencer to drive the Real Estate Solutions product agenda and act as the primary liaison between customers, Business Developers and the core Real Estate Solutions team; this role drives close collaboration and communication between stakeholders.
**Responsibilities**
- Develop and leverage constructive relationships within target accounts to gain access to key decision makers and establish coach network
- Client Specific - Conduct continuous review of the customer pipeline to proactively identify potential business opportunities
- Portfolio Refresh - Organize and prepare quarterly review with all sectors to review expiring contracts and leases to formulate potential strategies including RES opportunities
- Strategic Investment - Participate in DHL Supply Chain led annual review of country strategy including providing RES team input on potential upcoming logistics markets
- Conduct research meetings with the customers and leverage coach network to understand the customer's real estate organization, requirements and strategy
- Define business fit and help shape the pitch story for development experts to identify the best solution and negotiate deals
- Collaborate with logistics Business Developers to review current client needs' and guide in identifying additional opportunities
- Orchestrate internal processes for the 3 pipelines including qualification of early opportunities, analysing trends, leveraging internal functions to understand locational factors (Solution Design, HR, Economic Incentives, etc.)
- Facilitate awareness/knowledge sharing of the Real Estate Solutions product among internal and external stakeholders
- Conduct research (external market, internal sector teams) on strategically prioritized areas, sectors and target accounts to proactively identify potential areas for business opportunities
- Map and assess stakeholders based on systematic pipeline reviews and knowledge of customer strategies, business changes, etc.
- Collect customer requirements to qualify identified opportunities and develop recommendations on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements withcapabilities/ strategy
- Identify value proposition both for bundled or standalone offerings and high level solution parameters based on customer requirements
- Identify and assess business fit of the customerand develop convincing business fit presentation (either alone or jointly with RES developers)
- Maintain access to key customer decision makers and close contact with Operations teams to review possible opportunities within their client portfolio and with the developers who will sell the customer solution
- Plan and recommend a sales process to the Developers and orchestrate the team throughout
- Collaborate with internal functions that support the sales process, gather required input and orchestrate actions to ensure quality and commercial standards are met
**Requirements**:
Do you have a 10 years' experience in either Business Development or Sales and a University Degree in Business, Architecture, Engineering or Real Estate related field?
Do you have analytics and project management experience, contracts logistics industry experience and industrial and logistics real estate development/brokerage experience? Then we want to hear from you
**What you'll need to do next?**
The Company is committed to providing equality of opportunity for all employees. Furthermore we aim to ensure our workplaces are free from discrimination and that not only employees but also our potential future employees are treated fairly and with dignity and respect. We will ensure that equality of opportunity maintains a high profile in our organisation.
Job Reference: RO00406
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