Business Development Specialist

Role Purpose:

As a Business Development Specialist, China - Ethiopia Trade Lane at DHL Express, you will play a key role in advancing DHL Express’s growth ambitions within one of Ethiopia’s most strategic and high‑impact bilateral trade corridors.

China is Ethiopia’s largest trading partner and one of its most significant sources of foreign direct investment, spanning manufacturing, industrial parks, construction, technology, healthcare, and infrastructure development. This role is designed to capitalize on these strong and expanding business and investment ties, supporting both Chinese enterprises operating in Ethiopia and Ethiopian companies trading with China, inbound and outbound.

The primary focus of the role is on Heavyweight Express shipments (typically 30–1000 kg), where speed, reliability, network reach, and customs simplicity provide a compelling advantage over traditional freight forwarding — particularly for time‑critical, high‑value, and production‑sensitive cargo.

This role goes beyond transactional sales execution. It requires a commercially astute, culturally fluent, and well‑connected professional who can navigate the Chinese business ecosystem in Ethiopia, leverage long‑standing institutional and commercial relationships, and convert growing investment flows into a profitable, sustainable DHL Express Heavyweight business.

win the right business, at the right price, in the right trade lane consistently and profitably.

Main Tasks and Key Responsibilities:

1. New Business Acquisition – Heavyweight Express

• Proactively identify, target, and secure new business opportunities within the Ethiopia–China trade lane, with specific emphasis on Heavyweight Express shipments (30–1000 kg).
• Develop and execute a focused pipeline strategy targeting:
• Chinese manufacturing, industrial, and technology companies operating in Ethiopia.
• Chinese contractors, infrastructure developers, and project‑based investors.
• Ethiopian exporters and importers trading with Chinese partners.
• Leverage deep personal and professional networks within the Chinese business and investment community to unlock and accelerate commercial opportunities.
• Negotiate and close business in line with DHL Express pricing, yield, and governance standards, ensuring sustainable profitability.
• Conduct detailed customer needs, investment‑driven supply chain, and shipment‑flow analysis, positioning DHL Express Heavyweight solutions aligned to production timelines, project urgency, and service reliability.
• Convert time‑critical and freight‑like shipment flows into time‑definite DHL Express Heavyweight solutions.
• Insight, industry knowledge, and competitive positioning to win heavyweight express business.
• Work closely with Core and Retail Sales Teams to ensure structured conversion, onboarding, and accounting handovers.
• Build and manage a robust new China-Ethiopia trade lane-focused 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 to support wider China–Africa investment‑led supply chain opportunities.

2. Strategic Market Development & Stakeholder Engagement

• Chinese Embassy in Ethiopia
• Chinese Mission Embassy in Ethiopia.
• Chinese Chambers of Commerce and business associations.
• Investment and industrial‑park communities.
• Position DHL Express as the logistics partner of choice for Chinese‑backed businesses and investors through credibility, consistency, and visible engagement.
• Identify and prioritize investment‑driven industry verticals, including:
• Industrial & Manufacturing– Automotive & Spare Parts– Technology & Electronics– Healthcare & Life Sciences– Mining, Energy, projects, and infrastructure‑related sectors.
• Monitor and provide continuous trade‑lane intelligence on:
• Investment‑led trade flows
• Competitive positioning
• Pricing dynamics
• Regulatory and customs developments
• 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 Chinese business-centered Express commercial opportunities.
• Ensure disciplined, professional customer onboarding, particularly for first‑time DHL Express users transitioning from freight forwarding.
• Act as a cultural, commercial, and operational bridge between Chinese customers and the local DHL Express organization.
• 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 & & Execution Discipline

• Achieve or exceed assigned new business revenue and profitability targets for the China–Ethiopia trade lane.
• Maintain accurate, timely, and disciplined records of all customer interactions, opportunities, and pipeline data in STELLAR (CRM).
• Provide forward‑looking sales forecasts, pipeline reviews, and trade lane performance updates.
• Driving disciplined execution is a role for a closer, focused on results, not activity alone.
• 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:

• 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 within the China–Ethiopia trade lane or similar Asia–Africa investment corridors is a strong advantage.
• Demonstrated success selling into Chinese‑owned or Chinese‑affiliated enterprises.
• Must hold a valid residence permit and work permit.

Languages:

• Fluency in Mandarin and English (spoken and written) is essential.
• Amharic proficiency is a strong advantage.

Knowledge:

• Strong understanding of International express logistics operations, cross-border trade and customs processes, and differences between express and freight forwarding models.
• Established a network within the Chinese business and investment community in Ethiopia.
• Ability to engage effectively with institutional stakeholders, including Embassies and Chambers of Commerce.
• 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 revenue and margin from the China–Ethiopia trade lane.
• 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

Why Join DHL Express:

At DHL Express, we connect people and improve lives. As part of the world’s most international company, you’ll be empowered to make an impact, grow your career, and represent a globally recognized brand known for excellence, innovation, and a people-first culture.

Be part of a team that values Speed, Passion, Can-Do Spirit, and Right First Time — and help us deliver excellence in everything we do

Skills Required:

• Any / Field
• Automotive
• Economics / Statistics
• Logistics / Supply / Chain
• Sales / Marketing / Business / Management