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

Singapore DHL Supply Chain req74878 28/05/2019


• 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
• Collaborate with internal functions that support the sales process (Solution Design, operations, 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)
• 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
• 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
• 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
• Assemble input from opportunity team, prepare proposal and BCA
• Plan the sales process and coordinate the opportunity team throughout the sales process
• 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
• 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)


• Role seniority and industry knowledge are key in order to demonstrate to internal stakeholders and external customers deep understanding of the sector as well as the functional expertise and maturity at the BD level.
• Must be able to demonstrate a deep understanding of the LSHC industry, it's unique requirements, emerging trends, the verticals within the scteor and the broader technical aspects of the LSHC industry.
• Solid experience in Life Science Healthcare sector in Supply Chain environment

Facts and Figures

  • Business Unit

    DHL Supply Chain Regional Office

  • Travel Required

    Below 50%

  • Employment Type

    Permanent Full-Time

  • Work Permit Required