Your tasks
The Region Europe is one of the four regions in the global DB Schenker organization.
One of the divisions in this region is Contract Logistics (CL/SCM). This European CL/SCM division accounts for 1,050M€ revenue, generated in 11 geographical Clusters (totaling 29 country organizations) with more than 250 operational sites, servicing over 1,500 customers.
The Business Development (BD) department for CL/SCM at the regional level is responsible for developing new business with new and existing customers. It cooperates with the Clusters in a leading or supporting role in the business development process, supporting our targets for achieving at least 8% year-on-year profitable growth. The central team coordinates multi-country BD opportunities across the region.
Next to the role of winning new business, the team focuses on developing the Business Development way of working and promotes cooperation and cross selling between Clusters. The objective is to create a well-connected, positive, and productive BD/SD team in Europe. This is supported with regular European alignment and personal engagement.
Joining our team will give you the opportunity to engage with one of the top players in the logistics industry, developing your BD skills and experience in a team with an extensive track record and creating your personal success in this highly competitive environment. We will succeed as a team!
The job:
In this position you will be a member of the European Region Business Development Department, reporting to the VP Business Development Europe for CL/SCM.
You will actively approach the market and engage with Schenker's global sales organization for lead generation and network development. You will manage the process of new business acquisition 'from contact to contract'. You will ensure appropriate involvement of the relevant functions (operations, IT, implementation, finance, commercial) in this development process and act as the 'deal owner' throughout the process. You can count on active involvement of the Clusters, the regional functions and senior management.
You will be responsible for achieving your annual target for new business in the Region.
As a team we will agree priorities for opportunity selection.
In principle you will focus on your assigned Industry Vertical. However, as a team we will be flexible in taking on opportunities in other selected verticals, as workload may vary from time to time.
As a team we follow the agreed BD process to safeguard our professional standards.
Next to your specific BD projects, you will take on initiatives which are aimed at strengthening the BD Team and the Region.
Tasks:
Business Development:
- Identify, initiate and develop new business in the assigned vertical market, priority geographies and target accounts.
- Involved in delivery of M€25+/yr in contracted revenue for the assigned vertical market. (total landed revenue in the region for the assigned vertical market. This target will be established annually and can vary by vertical)
- In close cooperation with the clusters, manage client relationship from contact-to-contract by developing, presenting, selling and negotiating key supply chain solutions.
Job Description
- Lead and co-ordinate multi country opportunities.
- Generate quality leads in assigned vertical market through own networking activity (also internal).
- Develop and present market and sales plan for assigned vertical market.
- Specify requirements and/or be involved in product development for the assigned vertical market.
- Take active role in European BD team and the development of the overall European BD capability.
- Comply with agreed BD process and commercial criteria.
- Get/stay connected with global BD organization and vertical markets.
Requirements
Profile:
- At least 8-10 years experience in the CL/SCM industry.
- University level education (supply chain or technical university).
- Consulting & presentation skills.
- Solid and proven experience and network in the assigned vertical market.
- Proven track record of sales effectiveness and closing ability.
- Ability to engage with customers at senior level and develop a productive relationship.
- Organizational sensitivity and ability to work effectively in matrix organization.
- Ability to mobilize internal organization around business opportunity at multiple managerial levels.
- Understanding of the financial dynamics of the CL business. Familiar with and able to produce investment business cases (CAPEX process) in cooperation with commercial control.
- Stamina and ability to handle disappointment.
- Creative, curious and resourceful.
- Unquestionable business integrity.
- Strong English language (written and verbal).
- Proficient in relevant computer skills (word, powerpoint, CRM, excel, PowerBI) and familiar with Solution Design Tools
- Ability to travel frequently throughout Europe, and occasionally inter-continental.
Our offer
At DB Schenker, you are part of a global logistics network that connects the world. A network that allows you to shape your career by encouraging you to contribute and truly make a difference. With more than 76,000 colleagues worldwide, we welcome diversity and thrive on individual backgrounds, perspectives and skills. Together as one team, we are Here to move.
Contact
Do you have any further questions?
Do not hesitate to contact us.
We look forward to receiving your call/email!
Schenker Europe GmbH
Edmund-Rumpler-Strasse 3
60549 Frankfurt am Main
Germany
david.d.miller@dbschenker.com
* Equal Opportunity Employer: at DB Schenker we are proud of our diverse workforce and we are committed in enhancing it further. Therefore, we welcome all applicants, regardless of gender, age, disability, nationality, religion or sexual orientation.