Director/Senior Director, Business Development, Life Sciences and Healthcare APAC

About us

DHL is present in over 220 countries and territories across the globe, making it the most international company in the world. With a workforce exceeding 350,000 employees, we provide solutions for an almost infinite number of logistics needs.

DHL is part of the world's leading postal and logistics company Deutsche Post DHL Group, and encompasses the business units DHL Express, DHL Parcel, DHL eCommerce, DHL Global Forwarding, DHL Freight and DHL Supply Chain.

We connect people and improve their lives. And we do it by being uncompromisingly customer-centric and delivering excellence day in and day out. By bringing people together and making life simpler - for our customers, our employees, our investors, and our society - we help make the world a better place.

Being The Logistics Company for the World goes well beyond our global presence in over 220 countries and territories, or our tireless pioneer spirit when it comes to new markets. It also extends beyond our unique ability to offer a remarkable range of logistics solutions - from mission-critical express deliveries to economical freight transportation, from taking the complexity out of customs to managing the complexity of global supply chains and everything in between.

We want to be the logistics company people turn to - the first choice not only for all shipping needs, but also the first choice for career and investment opportunities, and being the global benchmark for responsible business practice.

Responsibilities

We are seeking a dynamic leader to drive the DHL Supply Chain (DSC) business and growth agenda within the Life Sciences & Healthcare sector across the Asia Pacific region. This involves the proactive identification, assessment, pursuit, and winning of new sales opportunities, as well as effective management of RFQ opportunities within the DSC Life Sciences & Healthcare Sector at both regional and global levels. The role also includes driving sector initiatives and achieving the AGP targets set out, while accelerating sector growth through subsector strategies and delivering results.

• Build and maintain constructive relationships within target accounts to access key decision-makers and create a coaching network.
• Design and implement strategies for subsectors such as clinical trials, medical devices, biopharma, and consumer health.
• Collaborate with regional and global CSI/GAM management teams and customers, offering thought leadership in the Life Sciences & Healthcare Sector as needed.
• Manage and optimize the sales pipeline by proactively identifying targets and opportunities at both regional and global levels, prioritizing high-potential prospects.
• Facilitate effective communication and engagement between customers and DSC internal functions, ensuring the flow of necessary information.
• Uphold a strong understanding of financial and commercial principles along with DHL policies.
• Assess client needs and readiness for commercial proposals devise negotiation strategies with senior leaders and effectively communicate commercial value.
• Articulate the future vision, objectives, and strategic rationale to stakeholders.
• Continuously evaluate business potential and identify new opportunities within the customer organization.
• Conduct research meetings and customer satisfaction assessments to gather insights.
• Mentor local account teams to ensure high-quality service delivery and guide them towards local opportunities.
• Promote knowledge sharing and best practices within the DSC Asia Pacific Life Sciences & Healthcare community.
• Develop and execute regional and country strategies to drive sector growt h and proactively identify opportunities.
• Lead large and transformational RFQs for strategic accounts.
• Engage in negotiations to successfully close deals, while also gathering customer feedback post-opportunity and conducting internal reviews to assess outcomes.
• Define DSC's value proposition and high-level solution parameters based on customer needs.
• Create structured win plans to secure opportunities.
• Manage the renewal process to ensure profitable maintenance of current business.
• Build and sustain strong relationships with key decision-makers and establish a solid network within the customer organization.
• Coordinate local account teams to resolve significant operational issues and advocate for process enhancements.
• Plan the sales process for large opportunities and coordinate the opportunity team throughout the sales journey.
• Review contributions from opportunity teams to ensure quality and commercial standards are upheld.
• Analyze data in collaboration with functional experts to support solution and product development.

• Lead contract negotiations and oversee new business implementation as needed, providing support to countries on new projects.

• Mentor country teams and coach them to secure new business opportunities.

• Guide and coach direct team members to collectively achieve LSHC sector targets and deliverables.

Requirements

• Minimum of 8 to 10 years of experience in sales or business development with international exposure, including at least 5 to 6 years focused on strategic management and planning within the Life Sciences & Healthcare sector (LSHC).

• Demonstrated seniority in the role and industry knowledge to effectively convey a deep understanding of the sector and functional expertise to both internal stakeholders and external customers.

• Experienced with an international 3PL.

• Strong interpersonal, communication, and presentation skills, with the ability to perform well under pressure and work independently.

• Master's Degree in Logistics and Supply Chain Management.