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Sales Director- Pharmaceutical & Healthcare in San Francisco at DSV

Date Posted: 1/18/2019

Job Snapshot

Job Description

DSV - Global transport and logistics
In 1976, ten independent hauliers joined forces and founded DSV in Denmark. Since then, DSV has evolved to become the world's 5th largest supplier of global solutions within transport and logistics. Today, we add value to our customers' entire supply chain by transporting, storing, packaging, re-packaging, processing and clearing all types of goods. We work every day from our many offices in more than 80 countries to ensure a steady supply of goods to production lines, outlets, stores and consumers all over the world. Our reach is global yet our presence is local and close to our customers.  Read more at 


The Sales Director- Pharmaceutical & Healthcare is an executive-level sales role that is primarily responsible for developing and expanding business within the Healthcare industry, geography, or service offering.  The Sales Director is primarily focused on selling logistics solutions, including freight forwarding, contract logistics, customs brokerage and other value added services to regional and global accounts.  The Sales Director plays an important role in establishing long-term strategic relationships that typically go beyond the sale of a single point solution.  The Sales Director is given a high degree of autonomy to manage the solution sales process and is supported extensively by the organization.


Sales Development

•         Develop and execute a comprehensive territory plan aimed at identifying the top regional/healthcare industry opportunities and expanding business to both new and existing accounts

•         Identify and develop relationships with key decision makers at all levels within an account

•         Understand the customer’s buying process and identify all influences

•         Understand the customer’s business (strategically, operationally, financially)

•         Work closely with customers to intimately understand their needs (pains)

•         Work across DSV to create custom solutions that deliver value to customers

•         Qualify and quantify potential growth opportunities

•         Leverage company resources (solution experts, industry experts, operations, executive support) to assist in developing account

•         Maximize cross-selling by lending solution/industry expertise to assist related accounts

•         Communicate sales development plans and status to management

•         Maintain an open dialogue with the account executive sponsor and keep the sponsor engaged in the account.

•         Provide timely and accurate revenue and profitability forecasts

•         Participate in the development of corporate business plans

•         Participate in the organization of customer forums and related events

•         Follow DSVs solution selling process

Post-Sale Account Management

•         Maintain close involvement with account post-sale to proactively identify additional opportunities, competitive threats and operational issues

•         Successfully transition account to operations

•         Support implementations by providing input for SLAs

•         Further develop account relationships for additional revenue opportunities

•         Support customer satisfaction surveys and SLA (Service Level Agreement) audits

•         Work closely with Operations to deliver high level of service to customers

•         Help escalate any unresolved issues or risks before they materially impact DSV

•         Effectively manage any issues that arise

People Management

•         Lead and manage diverse teams through influence and persuasion, often without direct oversight

•         Collaborate closely with regional and local staff to coordinate account activities

•         Provide proper guidance and coaching to teams

•         Deliver results by leveraging the skills of the right people at the right time

•         Lead resolution of difficult issues through effective negotiation tactics

•         Manage communication strategy within accounts

•         Provide deep account/healthcare vertical expertise and training

•         Maintain high degree of motivation in team members to retain focus of providing highest levels of customer satisfaction

•         Provide ongoing growth and development opportunities for team members

•         Provide input for team members’ performance reviews

•         Work well in a matrix organization

•         Work well in a global environment where client business can span multiple continents

•         Work effectively via phone, fax, email, web conference

Knowledge Management

•         Maintain current knowledge of all aspects of the clients’ business through constant updates to our customer management system

•         Keep abreast of healthcare industry vertical developments

•         Understand temperature control management to provide service solutions

•         Actively contribute to expanding our solution and healthcare vertical knowledge

•         Contribute to developing the account management program and processes

•         IQPC, HPCLC or other professional services organizations


•         Treats the customer as the highest priority

•         Pro-actively participates in the processes of the company

o    Participates in War Room

o    Completes and populates CMS with case studies and account information

o    Actively utilizes sales force automation

•         Acts as a team player

o    Serves others before themselves

o    Fulfils their role on the team either as a leader or a team member

o    Motivates others to perform better

o    Leads by serving as a role model—don’t ask others to do what they wouldn’t do themselves

•         Exhibits personal skills

o    Acts with personal humility

o    Probes to improve listening

o    Listens before speaking

•         Completes administrative responsibilities

o    Utilizes all SSP, AMP, and other processes

o    Turns in reporting on time and complete

o    Attends training when offered

o    Follows DSV defined processes

•         Participates in enterprise or local projects

•         Represents DSV in the community

•         Acts in accordance with DSV’s corporate governance and effective controls

•         Displays Business acumen

o    Balances the win for the customer with the win for DSV

o    What is the Value Proposition for the customer?  The Quantified Value?  What is the customer RISK for switching?

o    How do I manage the account P&L—revenue growth vs margin vs profit vs long term

•         Projects Personal Mastery

o    “Sharpens their saw” for the benefit of their customers, DSV, other DSV team members, and themselves.

o    Participate in healthcare training sessions  ex. GDP, Temperature Control, High Value


General Qualities

•         Good listener

•         Strong track record selling into new accounts

•         Excellent conceptual thinking skills – ability to formulate a creative solution to address customers’ needs

•         Strong creative problem solving and analytical skills

•         Good judgement and initiative

•         Demonstrated leadership, people and process management skills

•         Excellent verbal, written and visual/presentation communication skills

•         Excellent relationship building skills, esp. at the C-suite

•         Politically adept- Able to manoeuvre in large organizations

•         Demonstrated ability to work in a matrix environment -- must work well across multiple units across the company

•         Both a team builder and a team player

•         Must have ability to handle multiple tasks -- to work across many accounts, projects, and/or issues and prioritize effectively

•         Internally motivated

•         High integrity


•         Must possess a Bachelors degree from a 4 year university program

•         Must have at least 3 years experience in successfully selling to global healthcare Fortune 1000 accounts

•         Must have at least 5 years healthcare experience including temperature control management, GDP and high value knowledge

•         Must provide evidence of past sales success (W-2s for US)

•         Should have experience managing a P&L

•         Should be both sales and operationally inclined – can sell as well as deliver

•         Should have some Logistics industry knowledge and/or experience

•         Should be familiar with solution selling concepts and methodologies

•         Should be comfortable working with standard PC applications (Word, Excel, PowerPoint, Outlook, Internet) as well as using Sales Force Automation and Knowledge Management tools

Travel Requirements Depending on the territory/industry, this role may require up to 70% travel (domestic and international).


The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification.  It is not designed to contain nor be interpreted as a comprehensive inventory of all duties, responsibilities, or qualifications required of employees assigned to this job.

DSV is an equal employment opportunity employer.  Candidates are considered for employment without regard to race, creed, color, national origin, age, sex, religion, ancestry, veteran status, marital status, gender identify, sexual orientation, national origin, liability for military service, or any other characteristic protected by applicable federal, state or local law.  If you require special assistance or accommodation while seeking employment with DSV, please contact Human Resources at If you are interested in learning the status of your application, please note you will be contacted directly by the appropriate human resources contact person if you are selected for further consideration.  DSV reserves the right to defer or close a vacancy at any time. 

Nearest Major Market: San Francisco
Nearest Secondary Market: Oakland


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