Strategic Sales Executive

DHL; Santiago; On-site; Confidencial; Full time

Job summary

DHL in Santiago, Chile is seeking a Strategic Sales Executive to drive growth by acquiring Strategic Business Customers and expanding share of wallet within assigned markets. You will develop tailored solutions using DHL’s portfolio and deliver compelling bids to win profitable business.

The role requires proven success in new business acquisition, experience with complex accounts, and strong commercial acumen.

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 (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.

Skills

Account strategy & governance

Commercial & financial acumen

Consultative selling & solutioning

Execution & operating discipline

Cross-functional orchestration

Market/sector insight

Compliance & integrity

Business acumen

Education

Bachelor’s Degree or equivalent experience/qualification

Job description

Strategic Sales Executive

Location: Santiago, Región Metropolitana de Santiago, Chile

Category: Sales and Business Development

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