Director, Business Development, Service Logistics APAC

Sales Hunting

• Drive the regional business development agenda by identifying, qualifying, and pursuing strategic growth opportunities.
• Assess market attractiveness, customer potential, and commercial viability to prioritize targeted pursuits.
• Establish and maintain executive-level relationships with key global and regional customers, acting as a trusted partner to support long-term business growth.
• Lead high-value sales opportunities through the entire sales cycle, from prospecting to contract closure.
• Provide thought leadership, coaching, and commercial guidance to Business Developers and Account Managers on complex and high-impact sales opportunities across the Business Unit.
• Drive disciplined pipeline management and opportunity prioritization to ensure focus on the most commercially attractive pursuits and deliver sustainable growth outcomes.

Strategy Management

• Translate global and regional business strategies into actionable sales plans and growth initiatives.
• Identify emerging industry trends, market opportunities, and growth sectors to drive business expansion.
• Develop and maintain strategic target account and sector plans to support revenue growth objectives.
• Support the development and execution of regional sales strategies and product development initiatives.
• Monitor competitor activities and market developments to strengthen market positioning and competitive advantage.

Customer Management

• Develop, maintain, and strengthen relationships with key customer stakeholders and decision-makers across target accounts.
• Manage and continuously review a pipeline of strategic target accounts and growth opportunities.
• Leverage and expand internal and external networks to generate new business opportunities and customer insights.
• Conduct customer discovery and research meetings to understand business objectives, challenges, and future requirements.
• Articulate compelling value propositions and customer-centric solutions, presenting business cases and proposals to senior leadership and key decision-makers.
• Lead commercial discussions, contract negotiations, and deal closure activities to secure profitable business growth.

Stakeholder Management

• Lead and coordinate cross-functional bid teams to ensure the timely delivery of high-quality proposals and customer presentations.
• Influence stakeholders to secure resources, drive alignment, and support strategic business opportunities.
• Continuously improve sales processes, bid management, and pursuit governance to enhance overall commercial effectiveness.
• Collaborate closely with Business Developers and Account Managers, providing guidance, coaching, and support throughout the sales pursuit process.

Requirements

• Bachelor's degree in Business, Logistics, Supply Chain, Engineering, or a related field.
• 12-15+ years of experience in business development, strategic sales, or commercial leadership roles.
• At least 8 years of experience managing customers and growth opportunities across Asia Pacific.
• Strong knowledge of Contract Logistics and/or Service Logistics; DHL Service Logistics experience is an advantage.
• Proven track record in large-scale B2B sales, contract negotiations, and business development.
• Experience developing regional growth strategies, sector plans, and customer acquisition initiatives.
• Strong stakeholder management skills with the ability to influence C-suite customers and cross-functional teams.
• Proven experience leading complex regional or global bids and strategic sales pursuits.