Strategic Sales Executive

DHL Global Forwarding; Santiago; On-site; CLP 6,000,000 - 9,000,000; Full time

Job summary

DHL Global Forwarding, ubicado en Santiago, busca un profesional para desarrollar cuentas estratégicas y liderar la adquisición de nuevos negocios, aprovechando soluciones logísticas completas para aumentar utilidad y participación de cartera.

Se valoran al menos 5 años en freight forwarding, grado universitario y habilidades de venta consultiva para diseñar propuestas y cerrar contratos clave.

Qualifications

• Bachelor’s Degree or equivalent experience/qualification.
• Minimum 5 years industry experience in the freight forwarding industry.
• Proven success in new business acquisition.
• Experience managing medium-to-large, complex customer accounts.

Responsibilities

• Drive gross profit and volume growth by acquiring and developing Strategic Business Customers (SBC) within the assigned scope.
• Focus on active new business development ('hunting') and expanding wallet share with existing customers.
• Increase lead conversion within a defined geographic region, product line, or market segment.
• Drive volume and gross profit growth by acquiring and developing primarily SBCs.
• Systematically assess prospective accounts to prioritize effort and improve win probability.
• Own RFQ opportunities in collaboration with bid management teams.
• Design tailored customer solutions using deep industry knowledge and DHL portfolio.
• Deliver proposals, quotations, and bids addressing customer requirements and value.
• Position DHL as a trusted advisor through consultative selling and credible recommendations.

Skills

Account strategy

Governance

Commercial acumen

Financial acumen

Consultative selling

Solutioning

Execution discipline

CRM & pipeline

Cross-functional leadership

Market insight

Compliance & integrity

Business acumen

Education

Bachelor’s Degree or equivalent

Job description

• Drive gross profit and volume growth by acquiring and developing Strategic Business Customers (SBC) within the assigned scope (e.g., geography, product line, or market segment).
• Focus on active new business development ("hunting") of profitable accounts and expanding share of wallet with existing customers by leveraging DHL’s full portfolio of logistics solutions.
• Increase lead conversion within a defined geographic region, product line, or market segment in line with business strategy, financial objectives, Group guidelines, and policies.
• Drive volume and gross profit growth by acquiring and developing primarily Strategic Business Customers.
• Systematically assess prospective accounts to prioritize effort and improve the probability of winning profitable customers.
• Own RFQ opportunities in close collaboration with the respective bid management teams.
• Design tailored customer solutions using deep industry knowledge and the DHL product portfolio.
• Deliver compelling proposals, quotations, and bids that address customer requirements and demonstrate clear value.
• Position DHL as a trusted advisor through consultative selling, customer insight, and credible solution recommendations.

UBICACIÓN

Santiago

FUNCIONES

• Drive gross profit and volume growth by acquiring and developing Strategic Business Customers (SBC) within the assigned scope (e.g., geography, product line, or market segment).
• Focus on active new business development ("hunting") of profitable accounts and expanding share of wallet with existing customers by leveraging DHL’s full portfolio of logistics solutions.
• Increase lead conversion within a defined geographic region, product line, or market segment in line with business strategy, financial objectives, Group guidelines, and policies.
• Drive volume and gross profit growth by acquiring and developing primarily Strategic Business Customers.
• Systematically assess prospective accounts to prioritize effort and improve the probability of winning profitable customers.
• Own RFQ opportunities in close collaboration with the respective bid management teams.
• Design tailored customer solutions using deep industry knowledge and the DHL product portfolio.
• Deliver compelling proposals, quotations, and bids that address customer requirements and demonstrate clear value.
• Position DHL as a trusted advisor through consultative selling, customer insight, and credible solution recommendations.

REQUISITOS DESEADOS

• Bachelor’s Degree or equivalent experience/qualification
• Minimum 5 years industry experience in the freight forwarding industry
• Proven success in new business acquisition
• Experience managing medium-to-large, complex customer accounts

HABILIDADES Y COMPETENCIAS

• Account strategy & governance (account plans, stakeholder mapping, QBR/MBR)
• Commercial & financial acumen (profitability, renewals, negotiation)
• Consultative selling & solutioning (value proposition, proposals/RFQs)
• Execution & operating discipline (CRM hygiene, pipeline, forecast)
• Cross-functional orchestration (influence, alignment, escalation leadership)
• Market/sector insight (customer industry knowledge, competitive awareness)
• Compliance & integrity (policy adherence, ethics, sustainability support)
• Business acumen (market research, industry/sector understanding, DHL processes/strategy