Business Development Specialist

Position: Business Development Specialist – China–Ethiopia Trade Lane

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 profitable, sustainable DHL Express Heavyweight business.

Main Tasks and Key Responsibilities:

• 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.
• Target Chinese contractors, infrastructure developers, and project-based investors.
• Develop relationships with 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.
• Position 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.
• Build and manage a robust 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, cost-to-serve, and commercial sustainability.
• Coordinate closely with Operations, Gateway, Finance, and Customer Service teams to ensure smooth onboarding and account handovers.
• Collaborate proactively with other DHL Group business units to support wider China–Africa investment-led supply chain opportunities.
• Engage with Chinese Embassy representatives, Chambers of Commerce, industrial park communities, and investment stakeholders.
• Position DHL Express as the logistics partner of choice for Chinese-backed businesses and investors.
• Identify and prioritize investment-driven industry verticals including Manufacturing, Automotive, Technology, Healthcare, Mining, Energy, and Infrastructure sectors.
• Monitor trade-lane intelligence including investment-led trade flows, pricing dynamics, regulatory developments, and competitor activities.
• Clearly articulate the Express value proposition focusing on speed, certainty, reliability, and reduction of cost-of-delay.
• Provide structured market and customer feedback to Product, Pricing, and Marketing teams.
• Act as a cultural, commercial, and operational bridge between Chinese customers and DHL Express Ethiopia.
• Ensure disciplined customer onboarding and maintain high customer satisfaction during early shipment cycles.
• Maintain accurate and timely records of customer interactions and pipeline data in STELLAR (CRM).
• Provide sales forecasts, pipeline reviews, and trade lane performance updates.
• Ensure full compliance with DHL Express sales governance, pricing approvals, and operational standards.

Qualifications:

• Bachelor’s Degree in Business, Sales, Logistics, Supply Chain, Engineering, or related field.
• Valid residence permit and work permit are required.

Experience:

• Proven success in B2B sales, preferably within Express Logistics, Air Freight, Time-Critical Logistics, or Freight Forwarding.
• 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.

Language Requirements:

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

Knowledge Requirements:

• Strong understanding of international express logistics operations.
• Knowledge of cross-border trade and customs processes.
• Understanding of the differences between express and freight forwarding models.
• Established 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 including TDI, TDD, and Express Worldwide is an advantage.

Required Skills and Competencies:

• Strong hunter mentality with passion for new business development.
• Excellent prospecting, negotiation, and closing skills.
• Customer-oriented mindset with commitment to exceeding customer expectations.
• Strong commercial acumen and value-based selling capability.
• Ability to engage senior decision-makers and secure high-value contracts.
• Excellent resilience, target-driven attitude, and competitive mindset.
• Strong communication, presentation, and interpersonal skills.
• Ability to collaborate effectively across Operations, Finance, and Customer Service functions.
• Proficiency in STELLAR CRM, 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:

• Opportunity to work with the world’s most international company.
• Career growth within a globally recognized logistics and express brand.
• Inclusive and people-first work culture.
• Exposure to international trade, logistics, and investment ecosystems.
• Be part of a team that values Speed, Passion, Can-Do Spirit, and Right First Time.

Skills Required:

• Automotive
• Logistics / Supply / Chain