北京招聘

Accountabilities:
Customer Business Roles - External /Functional Roles - Internal
? Develop and leverage constructive relationships within target accounts to gain access to key decision makers and establish coach network
? Continuously review business potential and identify potential business opportunities
? Conduct research meetings with the customers and leverage coach network to understand the customer's organization, requirements and business objectives
? Present solution proposal and business fit to decision makers, engage in negotiations and close the deal

Stakeholder Business Roles - External/Functional Roles - Internal
Collaborate with internal functions that support the sales process (Solution Design, oererations, HR, IT, Real Estate, Legal, Finance, etc.), gather required input and coordinate actions
? Work in close cooperation with customer operations teams (ensure quality, improve performance)
? Facilitate knowledge/ best-practice sharing between DSC community < within sector/ geography>


Process:
Strategizing
? Draft vision and target for assigned target accounts
? Conduct research on strategically prioritized areas, sectors and target accounts < within sector/ geography> to identify potential areas for business opportunities"

Hunting
? Pro-actively identify opportunities within target accounts and answer incoming RFQs
? Map and assess stakeholders within assigned target accounts
? Conduct internal + external research to identify customer's supply chain requirements and business objectives
? Conduct opportunity assessment for identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with DSC capabilities
? Identify DSC's value proposition and high level solution parameters based on customer requirements
? Develop a structured plan on how to win the opportunity (win-plan)
? Identify and assess business fit of customer with DSC and develop convincing business fit presentation
? Present solution to customer demonstrating clear business value, engage in negotiations and close the deal
? Collect customer feedback after opportunity and conduct internal Post-Opportunity Review"

Maintaining
? Maintain access to key target account stakeholders, position DSC and continuously review business opportunity potential
? Prepare, conduct and accompany handover
to operations after closure, act as the customer's prime contact until handover to
Operations/ Account Management is finalized"

Team Management/ Coordination
? Assemble input from opportunity team, prepare proposal and BCA
? Plan the sales process and coordinate the opportunity team throughout the sales process (O2D)
? Collect and share knowledge and best practices (also cross-country)
? Collect and review input from opportunity team (e.g. HR, IT, etc.), ensure quality and commercial standards are met
? Act as an interface between customer and DSC internal functions, collect and distribute required information"

Solution Designing
? Analyze collected data together with functional experts (Solution Design, IT, HR, Real Estate, etc.) and support solution development
? Independently design standard solutions (supported by functional experts) - foundation level"

Level Requirement Statement
-Supports development of business/ solution fit presentations that clearly demonstrate business value to the customer; ensures proposals reflect understanding of customer requirements; is able to articulate key messages to audience.
-Identifies likely questions/ concerns from customer; supports preparation of negotiation strategies under direction of senior business leaders; contributes to commercial discussion with customer positively.
-Complies with the DSC sales process; uses all approved tools and processes during opportunity (e.g. Connexions); uploads documents to central repository in accordance with process timelines; applies Consultative Selling approach eg Accelerate. -Ability to produce high quality customer response documents using MS office suite eg PPT / .xls products

DHL Supply Chain敦豪供应链隶属于Deutsche Post DHL Group德国邮政敦豪集团。敦豪供应链是全球***合同物流服务商，据点分布在全世界60个国家及地区，总体员工数超过140,000，超过2500个物流中心、仓库、据点，超过 2300万平方米的仓储空间，在時尚、零售、消费品、科技业、生命科学与医疗保健、汽车、化工及工业品等主要行业拥有专业产业知识及经验。作为全球排名***的合同物流供应商，DHL 供应链在全球60多个国家为客户提供一系列增值服务，无缝融合“传统的”第三方物流服务，帮助降低供应链成本并创造灵活性。

顺丰控股（集团）股份有限公司，是国内领先的快递物流综合服务商。经过多年发展，已初步建立为客户提供一体化综合物流解决方案的能力，为客户提供仓储管理、销售预测、大数据分析、金融管理等解决方案。顺丰同时还是一家具有网络规模优势的智能物流运营商。经过多年潜心经营和前瞻性战略布局，顺丰控股已形成拥有“天网+地网+信息网”三网合一、可覆盖国内外的综合物流服务网络。

Deutsche Post DHL Group（以下简称“DPDHL”）与顺丰控股股份有限公司于2018年10月26日达成战略合作并分别由双方各自的子公司签署相关协议，顺丰控股将整合DPDHL在中国大陆、中国香港和中国澳门地区的供应链 （DHL Supply Chain）业务。 该交易于2019年2月18日完成。交易完成后，敦豪物流（北京）有限公司、敦豪供应链（香港）有限公司及其下属子公司的最终控制权将变更为顺丰控股。

DPDHL与顺丰控股的联合将打造一个独一无二的平台——顺丰DHL供应链中国，满足中国市场对优质端到端供应链服务的需求。业务仍将遵循DPDHL全球的标准体系，由现有的团队继续运营管理。