Head of Business Development, OMS NORAM (US & Canada)

Job Title:  Head of Business Development, OMS NORAM (US & Canada) Job Location:  Edison, New Jersey or Atlanta, Georgia Purpose of the Role   Manage Business Development function in the Americas Direct the RFP process Direct the management of the sales pipeline Direct the maintenance of business development reporting at both a regional and global level Direct both internal and external marketing programs Direct the identification of new customers and markets Manage regional pricing in conjunction with global stakeholders Pursue service excellence, optimum productivity, profitability and effective use of resources Provide overall strategic leadership and promote a spirit of teamwork Allocate resources effectively to new customer pursuits, geographies and projects Ensure service excellence and motivate staff through effective leadership and career-pathing Act as a senior point of contact and/or escalation for customers Provide coaching on best practices with the overall objective to constantly improve processes Actively engage with implementation of new customers and the addition of new functionality with existing customers, in conjunction with Customer Implementation, Business Solutions, Operations and IT teams   Key Accountabilities / Roles & Responsibilities / Tasks   Organizational Direct others in the completion of assignments through knowledge sharing Provide direction and decision support to staff Direct training and development Allocate and manage overall team resources including hiring, discipline and termination of tenure Monitor vacations and sick time and executing reviews and incentive schemes for direct reports and managing HR related issues   Operational Drive an assigned geography and/or subset of customers, delivering continued pipeline development and new business wins End-to-end ownership of new customer acquisition, including win planning, value proposition creation and delivery, stakeholder management, and both commercial and technical proposals Drive new and incremental profitable business through technical sales expertise Build/maintain sustainable relationships with potential customers Ensure alignment of different ISC regions and functions as part of building complete winning value proposition for prospective clients Maintain and develop extensive supply chain management knowledge and expertise that can help differentiate DHL from the competition Collaborate effectively and extensively with wider DPDHL network in terms of both solution and overall pipeline development Personnel Manage staff training and development to promote operational excellence and staff development Drive performance excellence Recognize and manage staff diversity, performance and or personality conflicts Leverage the competencies of project team members and internal/customer resources to enhance project quality and accelerate results   Skills and Knowledge Demonstrated high level of commitment, very dynamic Sensitive to urgency and able to work/keep focus under pressure Very High level of Influencing skills to be used externally and internally Ability to develop and communicate (internally and externally) complex and integrated commercial solutions at a high level Fully capable of executing at each stage of the sales cycle – initial relationship development, basic solutions design, systems demonstrations/expertise, presentation building, value proposition construction, and gaining senior executive buy-in Strong communicator at all levels; from clerical staff to board level both within and external to DHL Substantial knowledge of all supply chain products – Origin, Freight, DC, Transport, Visibility Systems, and good working knowledge of Contract Logistics (DC and Transport) operations Systems and/or IT experience is a bonus, including around EDI/API integrations, WMS, ERP, and TMS applications SaaS experience in either direct or indirect function is preferred but not required Project management experience a large plus including dri