IT’S NOT JUST AN OPPORTUNITY TO GET ON THE CAREER LADDER.

IT’S AN OPPORTUNITY TO HELP THE WORLD GET ON TOGETHER

Why do people call us the world’s most international company? Is it because we operate in more countries than any other logistics provider? Is it because we invented cross border shipping over 45 years ago? Or is it, perhaps, because what we do connects people across the world. And the more we can connect people, the better life on earth becomes.

We love our role in the world. And we’re looking for the right people to help us maintain – and grow it. People like you.

Role Purpose:

As a Business Development Specialist (Weight Hunter – Heavyweight Express) at DHL Express, you will play a critical role in driving growth through the acquisition of new customers in the Heavyweight Express segment, typically 30–1000 kg per shipment.

This role is a pure new business (hunter) position, focused on winning customers who require time definite, door to door international express solutions for urgent, high value, and shipment critical consignments. The role distinctly positions DHL Express Heavyweight as a premium alternative to traditional freight forwarding, where speed, reliability, customs simplicity, and network certainty matter most.

The position demands a highly driven, results oriented sales professional who thrives on new customer acquisition, understands complex logistics requirements, and consistently demonstrates DHL’s “Insanely Customer Centric” culture.

Main Tasks and Key Responsibilities:
1. New Business Acquisition – Heavyweight Express
• Proactively identify, target, and secure new business opportunities focused exclusively on DHL Express Heavyweight shipments (30–1000 kg) within Ethiopia.
• Convert time critical and freight like shipment flows into time definite DHL Express Heavyweight solutions.
• Work closely with Core and/or Retail Sales Teams to leverage a strong businesses and customers network in place, insight, industry knowledge, and competitive positioning to win heavyweight express business.
• Build and manage a robust new business pipeline through targeted prospecting, networking, and structured territory planning.
• Conduct in depth customer and shipment flow analysis to identify use cases where Express speed, reliability, and visibility deliver superior value versus forwarding alternatives.
• Develop and present tailored Heavyweight Express solutions, balancing global network capability, transit time commitments (on TDI – Time Definite International), cost to serve, and commercial sustainability.
• Negotiate and close new business in line with DHL Express pricing, yield, and governance standards, ensuring profitable growth.
• Coordinate closely with internal stakeholders (Operations, Gateway, Finance, Customer Service) to ensure smooth onboarding, first shipment stability, and structured handover to Core Sales for ongoing account management.
• Collaborate proactively with other DHL Group business units where integrated or complementary solutions support group wide commercial opportunities.

2. Market Development & Heavyweight Strategy
• Research and analyze market trends, customer segments, and competitive activity to identify and prioritize industries with urgent and time critical shipping requirements, including:
– Industrial & Manufacturing
– Automotive & Spare Parts
– Technology & Electronics
– Healthcare & Life Sciences
– Mining, Energy, projects, and infrastructure related sectors.
• Position DHL Express Heavyweight as the preferred provider by leveraging: – Global aviation network strength
– Time definite Express products
– Customs expertise and end to end visibility.
• Clearly articulate the Express value proposition versus freight forwarding, focusing on speed, certainty, reliability, and cost of delay reduction.
• Provide structured market and customer feedback to Product, Pricing, and Marketing teams to enhance Heavyweight Express competitiveness and innovation.

3. Customer Relationship Management
• Leverage existing professional and industry networks to unlock new Heavyweight Express commercial opportunities.
• Build strong, trust-based relationships with senior decision makers (procurement, logistics, supply chain, and operations leaders).
• Educate customers on the value of time definite Heavyweight Express for business-critical shipments.
• Ensure a seamless transition from new business acquisition to account management, maintaining high customer satisfaction during onboarding and early shipment cycles.
• Consistently uphold DHL Express service excellence standards and customer centric principles.

4. Sales Performance & Reporting
• Achieve or exceed assigned new business revenue and profitability targets for Heavyweight Express.
• Maintain accurate, timely, and disciplined records of all customer interactions, opportunities, and pipeline data in STELLAR (CRM).
• Deliver regular sales forecasts, pipeline updates, and performance reports to management.
• Ensure full compliance with DHL Express sales processes, pricing approvals, and governance frameworks.

Job Requirements:
Education: Bachelor’s degree in business, Sales, Logistics, Supply Chain, Engineering, or a related field.
Experience:

3–5 years of proven success in B2B sales, preferably within: – Express logistics, Air freight or time critical logistics, Freight forwarding (with strong Express conversion capability)
Demonstrated ability to win new accounts with complex, urgent, or high value logistics requirements.
Experience selling Heavyweight, time definite, or premium transport solutions is highly desirable.

Knowledge:

Strong understanding of: – International express logistics operations Cross border trade and customs processes, Differences between express and freight forwarding models
Familiarity with DHL Express products and value propositions (TDI, TDD, Express Worldwide) is an advantage.

Skills & Competencies:
• Hunter mentality: Passionate about new business development with strong prospecting and closing skills.
• Customer orientation: Committed to understanding and exceeding customer expectations.
• Commercial acumen: Strong understanding of pricing, margins, and value-based selling.
• Negotiation & influencing: Skilled at engaging senior decision-makers and securing high-value contracts.
• Resilience & drive: Motivated by targets and challenges; maintains momentum in competitive environments.
• Communication & presentation: Excellent verbal, written, and interpersonal communication skills.
• Collaboration: Works effectively across functions (Operations, Finance, Customer Service) to deliver the best customer experience.
• Digital fluency: Proficient in STELLAR, MS Office, and digital collaboration tools.

Key Performance Indicators (KPIs):
• New business Heavyweight Express revenue and margin contribution.
• Number and value of new Heavyweight Express customers acquired.
• Pipeline growth, quality, and conversion rate.
• Early-stage customer satisfaction and shipment stability post-handover.

•Adherence to DHL Express sales governance, pricing discipline, and CRM standards

We are looking forward to your application.

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Business Development Specialist - Ethiopia (Heavy Weight Shipments) 12 Months Contract