RES Dir Regional Business Development

RES Director Regional Business Development 

Would you like to join the Logistics Company for the World? DHL Supply Chain is just that.

Become an essential part of everyday life, by contributing to an organization that is Connecting People and Improving Lives. If you have a passion for people, a desire to problem-solve, and eagerness to pursue continuous improvement opportunities… we look forward to exploring career possibilities with you!

Job Description

• Drive DSC business and growth agenda for Real Estate Solutions (RES) product in the region through the pro-active and early identification of new sales opportunities through all pipelines, as well as relationship management throughout sale and delivery of project
• Manage Expert Team (Internal Stakeholder SMEs) to align ahead of need real estate positions with operational location expectations

Orchestrate process for all 3 pipelines, focusing on qualification of early opportunities and analyzing existing trends/ reports/ other relevant Real Estate information. Coordinates with support functions for locational factors (HR, SD, Ops, Economic Incentives, etc.)

Responsibilities

Customer

• Develop and leverage constructive relationships within target accounts to gain access to key real estate decision makers and establish coach network
• Client Specific - Conduct continuous review of DSC's 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 DSC led quarterly and 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 Real Estate Solutions development experts to identify the best solution and negotiate RES deals

Stakeholder

• Collaborate with DSC logistics BDs to review current needs of their clients and guide in identifying potential real estate opportunities that BDs may not recognize.
• Orchestrate internal processes for the 3 pipelines including 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, as well as connect stakeholders with RES developers
• Work in close cooperation with customer teams (ensure alignment with business need, operational objectives, etc.)
• Collaborate with internal functions that support the sales process (Solution Design, operations, HR, IT, Real Estate, Legal, Finance, etc.), gather required input and orchestrate actions

Process

• Conduct research (external market, internal sector teams) on strategically prioritized areas, sectors and target accounts for Real Estate Solutions to identify potential areas for business opportunities
• Map and assess stakeholders based on systematic pipeline reviews and knowledge of customer strategiesand networks, business changes, etc.
• Collect customer requirements to qualify identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with Real Estate Solutions capabilities / strategy
• Identify Real Estate Solutions' value proposition (both for bundled or standalone offerings) and high level solution parameters based on customer requirements, real estate market analysis and existing customer networks
• Identify and assess business fit of customer with Real Estate Solutions and develop convincing business fit presentation (either alone or jointly with RES developers)
• Act as an interface between internal stakeholders with the Real Estate Solutions team, as well as collect and distribute required information

Required Education and Experience

Bachelors Degree, required preferably in Business, Architecture, Engineering, or Real Estate related field, Masters, preferred

Contract logistics industry, required

Solution development/ network design knowledge, required

Analytics and project management experience, required

Business development / sales experience, required

Our Organization has a business casual environment and focuses on teamwork, associate development, training, and continuous improvement. We offer competitive wages, excellent affordable insurance benefits (including health, dental, vision and life), 401K plan, paid vacation and holidays.

Our Organization is an equal opportunity employer.