Job Openings at DHL

In this Regional Head of Reefer - MEA position

• You will formulate temperature-controlled business strategy in line with global and region’s business strategy and requirements, corporate guidelines and policies.
• You will direct planning and implementation of ocean freight plans, measures and budgets to achieve operational results driving profitability, volume growth and service expansion.
• You will plan, organize, and control large scale regional projects and initiatives to provide fast, reliable, efficient and affordable ocean freight solutions.
• You will drive effective ocean freight operational management through end-to-end capacity management, optimization of network procurement, implementation of consolidation opportunities, etc.
• You will steer market profiling and customer/ competitor research and analysis activities to understand and identify market opportunities and challenges.
• You will devise effective pricing strategies to sustain profitable growth, and guide identification and implementation of new products within region and provide input on solution design and service elements.
• You will liaise with sales to support interaction with key customers and provide pricing and margin guidance, support, and lead on bids, RFQs and customer presentations.
• You will set and monitor implementation to compliance standards, procedures, and specifications for the region in line with corporate guidelines.
• You will steer innovation, introduce, and embed world class infrastructure and practices for temperature-controlled ocean freight at the regional level.
• You will support the GxP (Thermonet) product organization for the Region in close alignment with global Team.
• You will be managing the country reefer desk in close co-operation with country ocean heads
• You will take ownership/sponsorship for selected large customers and preferred Carriers including personal F2F visits / negotiation.
• You will lead the Development of region-to-region development for perishable and any other temperature-controlled commodity including guidance the countries for local commodity / trade development.
• You will support the global LSHE strategy with input and support on quality issues and customer interaction / intelligence gathering.
• You will create value added services within the region as differentiator to competition.
• You will actively prepare and join major temperature-controlled exhibition to ensure appropriate representation of the company at these events.
• You will lead the Carrier Strategy in the Region with close alignment of Trade Team.
• You will have overall full ownership of the Reefer P&L including managing of Reefer profitability of countries / stations and products without a current P&L.
• You will have extensive contact and negotiating with other departments and 3rd parties with conflicting objectives.
• You will influence and challenge key stakeholders effectively.
• You will develop strong, trusting cross-functional relationships with senior DHL business leaders.
• You will influence others across DHL and externally as an internally and externally recognized thought leader representing the Group.
• You will champion cooperation and partnership to provide integrated solutions to problems.
• You will be reporting to the SVP Ocean freight of the specific Region and functional to the Global VP Temperature Controlled Business.
• You will be an individual contributor or leading a small team in the region, key responsibility to guide the country temperature-controlled ocean heads (reefer desk leads) via functional line reporting.
• You will develop short to long-term (1-5 years) plans for optimizing the organization, function, or job-family and the talent required to execute strategies in close alignment with the global Team guidance.

 Now, here’s what we need from you

• 8 years’ experience or more, preferred in the NVO or Carrier Industry,
• Senior Leadership experience minimum 2years, preferably multi-national experience
• Master’s degree

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Key responsibilities

• Ensure to visit all clients in respective base within the 90-day call cycle
• Build revenue streams with current customers and evaluate opportunities to increase the relationship through face-to-face visits, problem solving and administrative follow-up
• New business potential is also to be investigated at all existing clients during visits
• Ensure to plan and perform 6 client visits per day, existing of maintenance visits, development visits and acquisition visits
• Ensure that the daily client visits are planned and scheduled a week in advance as far as reasonably possible
• Responsible for obtaining x4 First Time Buyers (FTBs) per month
• Continuously uncover opportunities for new business within assigned territory by cultivating leads and utilising your network
• Develop and implement an approach to secure major account customers (prospects) in the shortest time possible
• Ensure that the % loss of customers per month remain as low as possible, but never exceed 10%
• Pro-actively identify any risks to customer relationships and / or SPD figures and intervene accordingly to eliminate potential loss of revenue
• Responsible to manage customer concerns or complaints timeously and in accordance to DHL procedures in order to limit potential loss of customers
• Ensure effective pipeline management by upholding a pipeline strength of 40% (of total portfolio revenue) at all times
• Responsible for growing the Shipments Per Day (SPD) figures according to local / country objectives
• Responsible to strategically plan and execute best practice (in terms of sales) in order to continuously grow revenue with the respective territory
• Collaborate with Sales, Finance and Operations teams to maximise sales and revenue growth within territory
• Ensure that daily updates regarding client visits, client information, sales activity and any other required data are captured using the applicable CRM tools

Minimum Requirements

Education & experience

• Matric / Grade 12
• Commercial Degree/Diploma or related
• 3 years previous experience in Field Sales within related industry
• Valid Drivers License and own reliable transport
• Strong negotiation and communication skills (verbal and written)