TODAY, YOU’RE STIMULATING THE WAY A CUSTOMER SUCCEEDS.

TOMORROW, YOU’RE SHAPING THE WAY THE WORLD WORKS.

At DHL, people mean the world to us. That’s why our goal has always been to attract and retain the best talent the world over. We provide challenge and opportunity for personal and professional development. We recognize the difference you bring to our business, and together we share the pride of building THE logistics company for the world.

Customer Solutions & Innovation (CSI) is DHL's cross-divisional commercial and innovation unit. We are responsible for managing about 100 of DHL's largest and most strategically important customers providing them with sector expertise, best in class account management and most innovative products & solutions.

Tasks:

We are looking for a highly motivated VP Regional Sector Head to manage a successful team and customer base, by coaching, developing, and supporting team members in achieving sustained profitable growth for DHL.

The incumbent will drive the eRetail & Fashion business development strategy and its implementation plan in the region and globally for the relevant global customers. The location is flexible within the EU.

Principal Accountabilities

In this role you will:

• Manage with your team the top global Retail and Fashion customers of DPDHL in EMEA
• Build strategic relationship with senior customer management at a global level
• Understands business objectives for key customers & anticipates changes based on market developments
• Contribute input to sector strategy manager in definition of global sector strategy
• Contribute to CSI sector & regional Senior Management Team (SMT) discussions & meetings to drive development of CSI in alignment with DP DHL strategy
• Identify key trends in the sector, translate & ensure development into innovative solutions together with stakeholders
• Translate global sector strategy into action items for regional sector team to execute
• Share best practices within the sector community in region
• Participate in strategic customer dialogues with key customers in the sector in the region
• Plan & drive customer & sector events in the region
• Evaluates business strategy & landscape in order to identify best fit opportunities for DHL across regions/products/solution & provides ideas on new business opportunities across the sector
• Provides guidance to team members as needed
• Offers advice on change to overall supply chain set up to key customers
• Is able to read different client styles & adapt team's approach accordingly
• Supports team members in developing sustainable relationships with more senior decision makers within customer organization
• Demonstrates strong sector understanding and product knowledge
• Positions self as a strategic resource in a way that senior customer management seeks advice on high impact topics
• Systematically reviews and proactively discusses strategies of direct reports to gain access to decision makers & influencers
• Coaches team on how to best deal with difficult gatekeepers
• Effectively conducts consultative selling based on accelerate principles & coaches team members as and when required
• Shapes presentation such that it reflects:
• understanding of customer requirements & relates those to their overarching business objectives
• market & competitive environment
• Is able to clearly articulate business fit & solution fit to the audience using customer terminology
• Anticipates common concerns from customer & understands readiness of clients and their business to accept commercial propositions
• Supports customer managers & enables them to develop strong negotiation strategy independently
• Leads commercial discussions at executive level leveraging advanced persuasion skills for most important customers
• Ensures proposal is of high quality and adheres to internal guidelines & commercial standards & gives guidance as required
• Makes realistic commitments, and carefully manages customer expectations toward commitments with a high degree of uncertainty
• Demonstrates a far sighted view on the sector through an in-depth understanding of challenges & trends for entire sector
• Demonstrates extensive divisional product knowledge
• Demonstrates a far sighted view on the logistics industry through an in-depth understanding of competitors, suppliers & industry developments
• Supports research meetings with senior customer management for key customers
• Proactively identifies potential changes in customer requirements and guides direct reports accordingly
• Encourages customer managers to think of creative & innovative solutions that create value for the customer & all DHL divisions
• Reviews major business solutions & discusses how innovation could add value
• Supports development of innovative solutions that can be replicated across the sector
• Actively promotes main financial/commercial principles & related DHL policies as well as divisional policies
• Supports development of sustainable commercial arrangements by identifying & taking necessary steps to mitigate financial, commercial & operational risk to DHL & coaches team members as required & gains buy-in from divisional decision makers independently
• Ensures CDP is of high quality, considers all divisions & regions & meets CSI standards
• Uses CDP as a management tool to track progress against targets
• Fosters recognition of CDP as an important enabler to drive customer strategy
• Persuades & inspires senior stakeholders to act as advocate for course of actions that supports the customer and/or DHL overall objectives & supports team members in achieving the same
• Develops internal network across divisions & regions independently at senior management level
• Ensures support is provided to customer managers when required
• Fosters mutual commitment & goodwill for collaboration between DHL divisions & CSI
• Ensures customer manager supports implementation as defined in his role
• Tracks progress of implementation for major deals
• Supports team in resolution of escalated issues

Profile:

• 
  University degree (10-15 years commercial experience )
• Industry background in eCommerce, Retail and/or Fashion logistics
• Demonstrated in-depth understanding of the total supply chain
• Proven experience working in at least 2 DP DHL divisions
• Minimum 6+ years of combined commercial & commercial management experience
• 5 years minimum of Consultative Selling experience working at Board level on international scope.
• Management experience with global Customers and sound logistics understanding
• Established a strong DPDHL internal network (eg. Interacts with Commercial Heads and/or Industry/ Sector Heads of DPDHL Divisions on a regular basis)
• Have a strong understanding of DP DHL products and services in all Divisions within the region including competitive positioning of each.
• Sound logistics understanding
• Excellent analytical & problem solving skills, written and oral communication skills
• Effective presentation & facilitation skills
• Excellent business English, written and oral (+ local language skills as required)
• Computer proficiency
• Strong international exposure and cultural sensitivity
• Ability to engage & lead discussions at board level with senior management
• Ability to pro-actively manage sales pipeline to grow business
• Strong team management skills and experience in terms of performance management & people development

Your benefits

We offer excellent employee benefits, a competitive salary package and great development opportunities.

Your contact:

Felix Meyer will be happy to answer your questions via telephone +49 228 182 47713.

Interested in this responsible position with its varied tasks? Please click on “Apply Here” and send us your complete application, including a cover letter, CV, references, your desired salary and your earliest possible starting date. You can find further information at dpdhl.jobs.

We are looking forward to your application