Job Openings at DHL

In this Head of Sales Position

• Accounts for sales results within the country and leads sales disciplines which coordinate and control strategic activities, initiatives and subjects across the country with direct impact on overall results and high business risk potential
• Develops sales strategy in line with the country's overall business strategy as well as following vertical and horizontal guidelines and objectives
• Drives market growth and customer retention at the country level
• Steers/improves Sales performance through process and performance measurement
• Supports country level customer strategies and contract negotiations
• Validates country level improvement areas based on pipeline reporting in collaboration with sales effectiveness
• Analyzes the value of key technologies and industry development, and identifies change needs within the country's sales function
• Steers sales performance and refines the country's sales strategies as required
• Implements modification within own authority which directly influences the way the division is operating and making money in the country.
• Analyzes complex issues and modifies working methods in own work area

Stakeholders

• Reaches agreement with external parties to accept complete proposals and programs where there is little interest in cooperating or participating
• Negotiates critical agreements / contracts and has the mandate / authority to sign them, changing T&Cs significantly
• Approves all major country level sales strategy and development projects

People management

• Determine organizations structure, roles and responsibility and performance targets for the function
• Develop a culture of quality, service excellence (for internal customers), flexibility and cost consciousness
• Develop a team spirit and multitasking capabilities within the team
• Plan, organise and direct an efficient and effective function
• Develop KPI’s with team members and monitor individual performance
• Conduct performance appraisal, including coaching
• Manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets
• Identify training needs and opportunities to develop a highly skilled functional department

Now, here is what we need from you!

• In-depth knowledge in the Logistics industry .
• Commercially astute with excellent business acumen
• Presentation and facilitation skills.
• Excellent training skills
• Strong Customer-facing and interaction skills
• Excellent Communication skills - spoken and written.
• Outstanding Negotiation and interpersonal skills
• Strong Leadership skills
• Analytical, organizational and motivational skills
• People Management skills
• Minimum 10 yrs in Logistics Industry
• Must have worked at the position of a Sales Director / Regional Sales Manager /Sales Operations Manager for at least 5 years in a reputed Organization
• Degree in Sales / marketing/ business development or business Management.

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In this Regional Customer Manager - Life Sciences MEA Position

• Maintain effective relationship with assigned portfolio by remaining informed about customers’ business priorities and needs within the region
• Deliver services and solutions to customer that meet budget, quality and agreed service level
• Drives/support development of new/innovation service or value creation as part of continuous development to meet customer’s needs
• To drive and manage profitable growth with the assigned customer
• Respond and solve customer enquiries/complaints in a timely and responsive manner
• Responsible for establishing customer profiles and customer needs
• Develop Customer Account Plan and/or Win Plan that can be adapted to meet customer needs and business fit
• Work with Product, Key account managers, Bid Management in the region to communicate and align customer account/win plan for RFIs / RFQs
• Close engagement with internal stakeholder by sharing customer’s buying behaviours and competitor’s intelligence
• Identify and develop relationship with Customer contacts, including but not limited to decision makers, coaches, gatekeepers.
• Work with third party service provider like packing company, carriers, truckers or shipping lines for special projects.
• Work with other DHL divisions for end-to-end supply chain solution design or cross BUs collaboration
• Work with countries and internal departments such as Products, VAS, Finance, First Choice, BPO, IT and Implementation to satisfy customers’ needs and make sure service is provided smoothly.
• Coach and work closely with virtual team - Key Account Managers (KAMs) and After Sales Managers (ASMs).
• Regular Performance Dialogue with Country KAMs or ASMs
• Conduct customer meeting/sales visits (potential & existing) and present company capabilities, value proposition and business fit.
• Identify and develop customer sales leads.
• Lead market profiling and customer/competitor research and analysis activities to understand and identify opportunities and challenges.
• Develop and/or communicate effective pricing strategies to drive profitable growth and volume
• Develop supply chain management solutions meeting customer needs.
• Develop customer development plan/win plan and drive the communication and alignment with relevant stakeholder in region and countries such as Product and Key Account Managers on strategy for RFQ’s/tenders/bids.
• Effectively drive monthly or quarterly business review with customer
• Overall responsible for achieving Customer business targets and KPIs. Drive KPI performance review with customer, together with Products
• Identify and drive continuous improvement or value creation opportunities with customer.  

Now, here is what we need from you!

• 5-7 years of solid experience in the logistics or forwarding industry of which at least 2 years is dealing with major accounts on a regional or global level
• Relevant experience in international supply chain especially will be an advantage
• Degree Holder, relevant post-graduate qualifications will be an advantage
• Computer skill knowledge like Word, Excel, PPT

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In this Regional Sector Head, Life Science and Healthcare, MNC Position

• Deliver Multi-National Customer (MNC) channel regional sector volume growth and financial performance achievement (GP) against budget goals.
• Have oversight to and manage the overall performance of all MNC customers within the sector for the region
• Drive best-in-class business development, account management and sales activities for sector customers covering MNC (prospects and existing)
• Lead multiple teams both directly and indirectly: Lead team of MNC GCMs and RCMs regionally, with focus on team formation, account allocation, team development and overall performance management. Drive organizational development for the sector via succession planning / training / coaching / mentoring activities for MNC GCMs and RCMs
• Collaborate with global sector leadership, regional/country M&S management, product teams and other functional areas to successfully deliver profitable growth against agreed budgeted targets.
• Define, own and communicate the sector strategy in line with overall business strategy, objectives, guidelines and policies for the division
• Build best in class sector community within the BU and across the other BU. Share knowledge and receive feedback from the community to enhance sector development
• Drive divisional initiatives aligned with sector strategy. Provide input to support network investment opportunities to ensure suitable ROI for the business and the region
• Proactively monitor industry intelligence and competitor activities. Communicate key aspects back to the business and consider impact on own divisional strategy
• Define sector marketing plan aligned to functional and divisional objectives, determine research priorities. Differentiate marketing plan for different sales channels and sub-sectors
• Identify key trends in the sector/ industry, translate & ensure development of innovative solutions together with stakeholders
• Benchmark sectors value proposition against operational execution and customer expectations. Engage stakeholders accordingly. Steer innovation across sector
•  Actively guide the RFQ process and give guidance and support as necessary
•  Responsible for the management of sector bid calendar. Effectively communicate to the stakeholders both directly and via the commercial leads
• Provide input to annual budget process and monitor performance against budget on regular cadence
• Provide regional sales collateral to support customer facing sector activities
• Support global and regional customer events within own division as well as cross-BU
• Drive senior customer engagement (i.e. actively visiting customers)
• Develop short to long-term (1-5 years) plans for optimizing the organization, function, or job-family and the talent required to execute strategies

Now, here is what we need from you!

• Education Level - Bachelor’s degree
• Experience of more than 10 years within logistics industry and more than 5 years in Sector knowledge