Business Development Specialist at DHL

Role Purpose:

As a New Business Hunter at DHL Express, you will play a key role in driving growth through the acquisition of new customers in the heavier-weight express segment (typically 30–1000 kg per shipment). Your mission is to win new business by identifying and developing opportunities with customers who require reliable, time-definite, and international transport solutions.

This role demands a dynamic, results-driven sales professional who thrives on winning new customers, understands complex logistics challenges, and embodies DHL’s “Insanely Customer Centric” culture.

Main Tasks and Key Responsibilities:

New Business Acquisition

• Proactively identify and secure new business opportunities focusing on heavier-weight shipments within your Country.
• Work closely with the Core and/ or Retail Sales Team to win heavier weight shipments by leveraging knowledge of the Customer; their industry and the freight forwarding environment.
• Develop a strong pipeline through targeted prospecting, networking, and strategic territory planning.
• Conduct in-depth customer needs analysis to provide customized DHL Express solutions that reconcile network capability, transit time, cost, and reliability.
• Negotiate and close new business opportunities ensuring profitable, sustainable growth for DHL Express.
• Collaborate with internal stakeholders to ensure smooth customer onboarding and handover to Core Sales for account management.
• Work proactively with the other DHL Group business units to respond to commercial opportunities for the Group.

Market Development & Strategy

• Research and analyze market trends, customer sectors, and competitive activity to identify and prioritize target industries (e.g. industrial, automotive, technology, manufacturing, healthcare) as well as any other emerging ones.
• Leverage DHL’s global network, product portfolio, and digital tools to position DHL Express as the preferred provider for heavier-weight express shipments.
• Provide market feedback to Product, Pricing, and Marketing teams to support service innovation and competitiveness.

Customer Relationship Management

• Leverage an existing professional network to unlock commercial opportunities for DHL Express.
• Build strong, trust-based relationships with decision-makers at potential customer organizations.
• Ensure a smooth transition from new business acquisition to account management, maintaining customer satisfaction during the onboarding phase.
• Uphold DHL’s high standards of service excellence and customer care.

Sales Performance & Reporting

• Achieve or exceed individual new business revenue and profit targets.
• Maintain accurate records of all customer interactions, opportunities, and pipeline data in the CRM system (COMET/ STELLAR).
• Deliver timely reporting and sales forecasts to management.

Job Requirements:

Education: 

• Bachelor’s degree in Business, Sales, Logistics, Supply Chain, or a related field.

Experience:

• 3–5 years of proven success in B2B sales, preferably within express logistics, air freight, or transport sectors.
• Demonstrated ability to win and develop new accounts with complex logistics requirements.
• Experience selling heavier-weight or time-definite services is highly desirable.

Knowledge:

• Strong understanding of international express logistics, cross-border trade, and customs processes.
• Familiarity with DHL Express products and value propositions (TDI, TDD, etc.) advantageous