Business Development Manager, IWS Panama and Latin America

Position: Business Development Manager, IWS Panama and Latin America Location: Parque Sur, Av. Domingo Díaz – Vía Tocumen, Edificio DHL

DHL is the world's leading logistics company. With more than 600,000 employees and operations in over 220 countries and territories, we help our customers cross borders, enter new markets, and grow their businesses, while fulfilling our purpose of "Connecting People, Improving Lives."

At DHL, you'll play a role in one of the world's most essential industries. We believe in doing the right thing, growing together, and making a meaningful difference. Here, your voice matters, and your contributions can create a lasting impact. There's never been a better time to join DHL. As a global organization, we offer endless opportunities to learn, develop, and advance your career. Join us. Work with us. Grow with us.

Purpose: Primary focus on new business generation and accelerated growth of Integrated Warehouse Solutions (IWS) in Panama and Latin America through active prospecting, pipeline development, and the conversion of new customers, while supporting product development and commercial strategy execution
Key Responsibilities:

• Develop and implement commercial strategies for warehousing, value-added services, and local distribution solutions across IWS Panama, Regional Hubs, and multi-country operations in Latin America.
• Expand the business across key industry sectors in the local market, including consumer goods, electronics, pharmaceuticals, chemicals, labeling, and bonded warehousing services.
• Ensure all quotations meet the financial requirements and profitability targets established by IWS and DPDHL.
• Analyze and monitor monthly profitability by customer account and according to the commercial terms agreed in each contract.
• Review financial performance and warehouse occupancy by industry sector to identify opportunities for new customer acquisition.
• Collaborate closely with Operations and 3PL teams to ensure all operational parameters—including resources, productivity, capacity, and facility dimensions—are fully considered in commercial proposals.
• Identify target industries and customers, prospect new business opportunities, and develop the local market across strategic sectors.
• Contact prospective customers and coordinate customer meetings and site visits with supporting teams as required.
• Lead solution design, pricing, proposal development, and the presentation of customized value propositions for both existing and prospective customers.
• Maintain active follow-up of commercial proposals and sales opportunities to drive pipeline growth and customer conversion.
• Ensure a high level of customer service and satisfaction.
• Maximize business with existing customers through cross-selling and upselling of IWS solutions, prioritizing incremental revenue growth.
• Ensure customer satisfaction surveys are conducted and implement improvement action plans based on survey results.
• Perform additional duties assigned by management according to operational and customer requirements.
• Monitor and report on the commercial KPIs established for the business.
• Maintain accurate pipeline and waterfall reports.
• Prepare commercial reports and update sales systems as required.
• Ensure compliance with DHL standards, including ISO 9001, ISO 14001, Quality Management, 5S, Compliance, Environmental, Occupational Health & Safety, and any additional customer or company requirements.
• Participate in Best Team and other DHL programs, including Performance Dialogues, Recognition Programs, One-to-One Meetings, EOS follow-up, and First Choice initiatives.
• Manage, lead, coach, and develop the commercial team under your responsibility.
• Develop initiatives to strengthen team integration, leadership, engagement, and motivation.
• Conduct regular one-to-one feedback sessions and complete performance evaluations using the company's performance management tools.
• Manage personnel-related processes, including vacation planning, disciplinary actions, suspensions, employment contracts, bonuses, terminations, and access management.

Role Requirements:

• Bachelor's degree in Marketing, Sales, International Trade, Industrial Engineering, Business Administration, or a related field.
• 3–5 years of experience in similar commercial roles within the logistics or supply chain industry.
• Intermediate proficiency in Microsoft Office.
• Fluent business-level English.

Skills & Competencies:

• Customer service orientation.
• Strong negotiation and deal-closing skills.
• Customer portfolio management.