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.).

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. Experience as a 3rd party logistics coordinator could be an alternative.
• Significant value-selling experience.
• Experience in Contract Logistics sales, an existing book of business, and experience in the HVAC market.
• 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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