Job Description

About the role

The Business Developer HVAC will focus on developing the business for the HVAC market within the E&M vertical. The role includes the development of new customers and geographies and sales activities to support the growth across existing customers.

The Business Developer HVAC is responsible for meeting and exceeding all budgeted sales goals without exceeding the approved selling expense budget. Another key task is to commercially manage an existing book of business with regional accounts and ensure all renewals are successful.

Really understanding the customer's buying- and decision-making process as well as their business drivers is crucial for this role, as the service offering is highly complex and requires a lot of trust from the customer to outsource this important support function for their business. Building up the trust on all levels and having the capabilities to create strong customer solutions is key for success and makes the job highly complex.

How you will contribute

• Lead a strategic project to enter a new industry within contract logistics & transportation
• Be accountable for leading an engaged team of operational sales people in the HVAC market within the E&M vertical, providing direction and promoting collaboration while ensuring they are enabled to carry out the goals and objectives of the business when the business size allows for team growth.
• Develop and execute a comprehensive plan / strategy for the development of this service offering together with the Operational leadership.
• Generate effective leads and opportunities, ideally based on your existing network and book of business.
• Meet and exceed financial growth targets and expand DP World's geographic and solutions offering footprint.
• Identify and develop relationships with key decision makers at all levels within a customer.
• Maintain understanding of customers' expectations relative to operational solutions, costs, and results and ideally are aware of some of their challenges before they are.
• Understand the customer's business (strategically, operationally, financially).
• Understand the customer's buying process and identify all influence(r)s, intimately understanding their requirements.
• Maintain an up-to-date pipeline of current and future opportunities, quantifying number of opportunities, value of the opportunity and managing / increasing the probability to win.
• Coordinate RFQs for new business opportunities and renewals of existing business with assigned customers, engaging other functions as required and own the commercial relationship and contract negotiations with the customer.
• Follow the internal commercial process, procedures, and thresholds.
• Foster a close cooperation between Account Management, Business Development Managers of other DP World service offerings, Operations, Operational Excellence and all other functions (IT, HR, Finance, etc.).
• Partner with colleagues in other regions on broader opportunities for selected global customers.
• Act as an ambassador for DP World at all times when working; promoting and demonstrating positive behaviors in harmony with DP World's principles, values, and culture; ensuring the highest level of safety is applied in all activities; understanding and following DP World's Code of Conduct and Ethics policies.

What you will bring

• Degree or equivalent in business administration or transport/logistics.
• Proven track record of having consistently achieved on a sales quota at a relevant scale.
• Around +10 years-experience within the Contract Logistics, transport, or freight forwarding industry
• Significant value-selling experience.
• Leading and managing a team.
• Experience in Contract Logistics sales, an existing book of business, and experience in the HVAC market.
• Strong communication skills - You are an exceptional listener. You know how to ask the right questions which provide answers beyond the ordinary. You communicate clearly. You write exceptionally well and you speak eloquently. You can explain just about anything to anyone. You're comfortable on the phone or to groups of people - at any level. You are incredibly tactful when delivering the facts.
• Problem solving - You enjoy solving problems and getting to the root cause. You love taking on difficult challenges and finding creative, innovative solutions. You don't get flustered easily. If you don't know the answer, you'll dig until you find it.
• Detail oriented - You pay strong attention to the details as it is one of your core qualities. As far as you are concerned, anything worth doing is worth doing right, every single time. You stay focussed and nothing falls through the cracks on your watch.
• Exceptional critical thinking skills - You can identify gaps in logic and underlying causes of issues; you think on your feet. You like learning new things, and you can learn quickly. § Strong collaborator - You can work independently because you self-manage, with limited direction and guidance, but you also enjoy collaborating across dynamic and multi-cultural teams and are personable, helpful and incredibly organised.
• Results oriented - You are proactive in handling competing priorities and meet your deadlines and commitments; you always demonstrate a "can do" positive attitude.
• Confidentiality - You consider and protect the confidentiality of company data at ALL times.
• IT skills - You are highly proficient in the full Microsoft Office Suite: Word, Excel, PowerPoint and Outlook; plus you are a good administrator when it comes to CRM-tool management.
• Flexibility to travel - You are ready to travel as needed, but at least between 30 - 60% of the time.
• Languages - You speak and write fluent English - additional languages are a bonus.

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