Director Global Customs Business Development

DHL Global Forwarding (DGF) is the world leader in air freight services and one of the leading providers of ocean freight services. Around 30,000 employees work to ensure we transport our customers of shipments by air or sea. DGF's logistics solutions span the entire supply chain, from the factory to the shop floor. This also includes special transport-related services.

As the experts in freight forwarding, we deliver 100% assurance to our customers via a mindset that’s always looking ahead to the next commercial opportunity, predicting the next potential issue, anticipating the next global trend.

Because at DHL Global Forwarding, Freight, we’re not simply about freight forwarding. We’re about forward-thinking ways to connect people – and improve their lives.

Job Purpose

The Business Development Director for Global Customs Solutions is responsible for executing strategic plans to drive revenue growth, expand market share, and maximize profitability in alignment with DHL Group's global business strategy and objectives. This role focuses on promoting and selling comprehensive global customs brokerage solutions to a worldwide clientele, managing complex projects and initiatives to deliver impactful results across diverse markets in the international logistics landscape.

Differentiator

• Expertise in Customs Brokerage and Trade Compliance: Knowledge of global customs regulations and international trade compliance ideally including global markets beyond the US.
• Technology and Digital Transformation Skills: Proficiency in selling technology-driven customs solutions, including SaaS platforms and AI tools.
• Global Market Experience: Extensive experience in managing cross-border trade for multinational clients in key global markets.
• Strong Business Development Acumen: Proven track record in consultative selling and achieving sales targets in complex B2B environments.
• Customer-Centric Problem Solving: Skilled at understanding client pain points and offering tailored, ROI-driven solutions.
• Leadership and Mentorship: Experienced in guiding teams and collaborating with cross-functional groups to refine offerings.
• Innovative Mindset: Passion for driving digital transformation and adopting creative approaches to customer challenges.
• Results-Oriented Performance: Track record of measurable achievements in expanding market share and optimizing sales pipelines.

Key Tasks

• Sales Strategic Development: Develop and execute strategies to drive customs brokerage revenue growth focusing on DHL TradeConnect, the DHL globally integrated customs brokerage solution.
• Lead Generation: Identify and pursue new business opportunities through market research and marketing initiatives tailored to senior Customs, Trade Compliance, Supply Chain, Logistics, and Procurement leaders.
• New Business Acquisition: Proactively establish new business relationships with targeted accounts currently not utilizing DHL TradeConnect global customs brokerage solutions.
• Client Engagement: Initiate contact with targeted prospects, identify decision-makers, and understand their supply chain business challenges related to import/export clearance and trade compliance globally.
• Solution Alignment: Assess customer needs and align them with the capabilities and benefits of DHL’s global customs solutions.
• Proposal Development & Advocacy: Develop leads, conduct pre-proposal visits, prepare proposals, and negotiate to close deals. Advocate for DHL’s global customs brokerage solutions by promoting innovative concepts and practices to customer decision makers.
• Relationship Management: Build and maintain relationships with prospects and key accounts, including high-level engagements both internally and externally. Partner with local, regional, and global management to coordinate customer requests and promote DHL Customs services.
• Pricing and Bid Management: Support the end-to-end lifecycle of customs RFQs by ensuring that all relevant pricing components, based on customer requirements and received input from commercial Owner, are reasonably considered in the final customer submission. Act as product gatekeeper as per DGF Global RFQ Management Process definition.
• Market Analysis and Trend Monitoring: Conduct market studies and feasibility assessments to analyze market potential and identify target groups. Stay informed on key trends and developments impacting business development plans.
• Sales Coordination: Coordinate sales efforts with sales groups and provide competitive data to product management.
• Sales & Customer Materials: Regularly contribute to the enhancement of business development and sales materials, ensuring they effectively communicate the DHL TradeConnect value proposition.
• Team Support: Provide guidance and support to less experienced team members and assist in issue resolution.

Education Level

• Bachelors degree

Experience Level

• More than 6 years of experience in business development, preferably within the customs and logistics industry or Trade Management.

RCS Grade

• H

Location

• Flexible in the US with a strong preference for the East Coast States

Your benefits

We offer excellent employee benefits, a competitive salary package and great development opportunities.

Interested in this position? Just click on “Apply”!

We are looking forward to your application.

CONNECTING PEOPLE. IMPROVING LIVES.