Jobs at DB Schenker

Introduction

• The Business Development Executive is responsible for the business growth by building and acquiring new customers for the Oceanfreight product in Johannesburg, Gauteng, South Africa.

Responsibilities

• Business Development: Identify and prospect for potential clients in South Africa for oceanfreight. This involves conducting market research, attending industry events, leveraging personal networks, and using various sales techniques to generate leads and new business opportunities.
• Pipeline Management:  Proactively build a robust sales pipeline by identifying and engaging potential clients within Johannesburg.
• Sales Presentations and Proposals: Prepare and deliver sales presentations, proposals, and quotations to prospective clients, showcasing DB Schenker's services, capabilities, and value proposition. Tailor presentations to address specific client needs and highlight competitive advantages. Negotiate pricing and contractual terms to secure new business.
• New Business Implementation:  Document SOP between customers and DB Schenker to effectively implement new business secured across DB Schenker services.
• Collaboration with Internal Teams: Work closely with internal teams, such as operations, pricing, and customer service, to ensure seamless execution of services and meet client expectations. Collaborate with the operations team to develop tailored logistics solutions for clients and provide accurate information on shipment status, timelines, and delivery updates.
• Market Analysis and Reporting: Stay updated on market trends, competitors, and industry developments, providing insights and recommendations to the management team. Generate regular reports on sales activities, pipeline, and revenue forecasts, ensuring accurate tracking of sales performance.
• Customer Relationship Management (CRM): Utilize CRM systems to manage and track sales activities, maintain client profiles, document interactions, and generate reports. Ensure timely and accurate data entry to facilitate effective sales management and reporting.
• Sales Targets and Performance: Meet and exceed sales targets and objectives set by the company. Regularly review sales performance, identify areas for improvement, and implement strategies to achieve sales growth and profitability.
• Continuous Learning and Skill Development: Stay updated on industry best practices, logistics trends, and DB Schenker's service offerings. Participate in training programs, workshops, and conferences to enhance sales skills and knowledge.

Qualifications

• Matric certificate essential.
• Min 3 years sales experience in oceanfreight.
• Proven sales track record of successful business development with multinational logistics company.
• Relevant Bachelor and/ or Master’s degree or equivalent preferred.
• High degree of work flexibility and willingness to travel.
• Outstanding interpersonal competencies, and cultural sensitivity.
• Ability to drive business success through virtual teams.
• Strong business acumen, result-focused business approach.
• Excellent communication, negotiation and presentation skills.
• Focus on business development along with strong “selling” ability.
• Positive and convincing attitude and an empathetic, motivating personality.
• Strategic and conceptual thinking with good problem-solving skills.

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Introduction

• A Key Account Manager at DB Schenker plays a critical role in managing and nurturing key client relationships to drive business growth and ensure customer satisfaction

Responsibilities

Client Relationship Management:

• Build and maintain strong relationships with key clients
• Understand the clients' business objectives and logistics requirements
• Act as a trusted advisor to clients, offering solutions to optimize their supply chain

Account Growth:

• Develop and execute account strategies to grow revenue and profitability of portfolio including target setting and achievement of such targets
• Identify opportunities for upselling and cross-selling DB Schenker's services
• Negotiate contracts and pricing agreements with clients

Pipeline Management:

• Build a robust growth and development pipeline by identifying and engaging potential opportunities in KAM portfolio
• Manage and lead RFQ’s and tenders.

Collaboration with Internal Teams:

• Coordinate with various internal departments, including operations, sales, and customer service, to ensure client needs are met
• Provide guidance and support to operational teams to ensure service quality

Key Performance Management:

• Develop, implement and present KPI’s on a regular basis to ensure service levels are met and exceeded
• Address issues or concerns promptly and effectively
• Identify opportunities for continuous improvement and implement accordingly

Market Analysis:

• Stay informed about industry trends, market conditions, and competitors
• Collect, analyse, and communicate customer, market and competitor information
• Provide insights and recommendations to clients based on market intelligence

Reporting:

• Prepare regular reports and presentations for clients and internal stakeholders
• Track and report on account performance and progress toward goals

Qualifications

• At least 10 years experience in direct sales of which at least 5 years should be managing Key Accounts
• Degree or Diploma advantageous
• Relevant technical and industry experience
• Creation of market and competitor analysis in alignment with business intelligence / strategy team
• Work off pre-set target customer list
• Creation of activity reports within the CRM system
• Maintain customer data in the CRM system
• Conduct customer calls
• Calculations, creation and coordination of offers
• Creation of yearly sales planning for own customer portfolio
• Customer orientated
• Ability to grow current business
• Internal cross functional partnership
• Maintainance of current clients
• Business Acumen
• Build value based relationships
• Personal influence, impact & disposition
• Drive and deliver results
• Good communication skills on all levels
• Organisational skills 
• Problem solving skills
• Presentation Skills