Business Development Executive

Business Development Executive

Location: Auckland, New Zealand Reporting to: Country Manager Business Unit: Hillebrand Gori New Zealand

About Hillebrand Gori

Hillebrand Gori, a subsidiary of DHL Group, is a global leader in beverage logistics, specializing in beer, wine, and spirits. With operations in over 90 countries and a team of more than 2,500 professionals worldwide, we deliver innovative, customer-centric logistics solutions supported by market-leading technology, global expertise, and a strong people-first culture.

Role Objective

The Business Development Executive is responsible for driving profitable growth across the New Zealand business primarily through new customer acquisition, as well as expansion of existing accounts, followed by strong customer retention.

This role plays a critical part in growing volume, revenue, and gross profit across core commodities (Beer, Wine & Spirits) as well as adjacent beverage logistics solutions, while maintaining strong collaboration with local and global stakeholders.

Key Responsibilities

New Business Development

• Identify, target, and secure new business opportunities in Beer, Wine & Spirits and adjacent commodities (Low & No, Health & lifestyle/functional drinks).
• Build and manage a robust sales pipeline aligned with Hillebrand Gori New Zealand Roadmap for Growth strategy.
• Recommend and pursue strategic target accounts and market opportunities.
• Meet and exceed annual sales and Gross Profit (GP) targets.
• Develop and execute business expansion plans across assigned markets and verticals.
• Focus and drive core products such as Groupage to optimize and maximize profit opportunities

Account Management & Customer Retention

• Manage and grow an allocated customer portfolio, maintaining and increasing market share.
• Act as the primary commercial contract for assigned customers.
• Build trusted, long-term relationships through proactive engagement and solution-focused selling.
• Deliver a high standard of customer service and ensure timely resolution of customer queries (within 24 hours).

Sales Execution & CRM

• Achieve weekly, monthly, and quarterly sales activity KPIs, including pipeline, hit ratio, and action plans.
• Maintain accurate and up-to-date records in Salesforce (CRM), including notes, opportunities, and reporting.
• Support Inside Sales and Pricing teams, including preparing quotations when required.
• Utilize sales data and reporting tools to guide decision-making and prioritization.
• Ensure data and contacts in Salesforce are updated and maintained.

Market Intelligence & Commercial Insight

• Monitor market, economic, and competitive developments.
• Communicate market updates, rate changes, service impacts, and risks to customers and internal stakeholders.
• Present relevant market intelligence internally to support strategic decision-making.

Collaboration & Teamwork

• Work closely with Operations, Pricing, Inside Sales, and the wider New Zealand team to ensure best customer outcomes.
• Work closely with the Country Manager, keep updated and informed on market conditions.
• Liaise with Hillebrand Gori and DHL Global Forwarding offices globally.
• Contribute positively to sales meetings, cross-functional initiatives, and team development.
• Actively demonstrate and promote Hillebrand Gori values and a collaborative team culture.

Skills & Experience

Experience

• Proven experience in business development and sales, preferably within freight forwarding, logistics, or supply chain (minimum 3-5 years).
• Strong understanding of international shipping, logistics and operational processes.
• Experience using CRM systems (minimum 2–3 years), preferably Salesforce.

Skills & Competencies

• Strong and proven negotiation, sales, and account management skills.
• High commercial acumen with solid understanding of costs, margins, and market dynamics.
• Excellent communication, networking, and relationship-building abilities.
• Strong organizational skills with the ability to manage multiple priorities and meet deadlines.
• Data-driven & money-making mindset with the ability to analyze and interpret sales and market data.
• Intermediate proficiency in Microsoft Excel, Word, and PowerPoint.
• Proactive, self-motivated, and results-oriented with a very strong customer focus.

Additional Requirements

• Willingness to travel within New Zealand as required.
• Commitment to compliance with all Hillebrand Gori policies and procedures.
• Flexibility to support wider business needs and cross-training initiatives.

Key Stakeholders & Relationship Management

a. Internal - local

• Immediate team members and direct reporting line
• Operations and Pricing team
• Operations Manager
• Country Manager

b. External - local

• Local Wineries/suppliers
• Import Customers

c. Internal & External – overseas

• Hillebrand GORI offices (IHO/EHO) at Origin/Destination
• DHL Global Forwarding offices at Origin/Destination