DHL Supply Chain is the world’s largest contract logistics specialist, offering customized logistics solutions based on globally standardized warehousing, transportation, and integrated services components. It’s a really exciting time to join us as there are lots of big developments happening in the logistics industry. Globalization, digitalization, and e-commerce are all shaping the way we work. We even have picking robots in our warehouses to help us do our jobs!
It’s about everyone working together and the sense of belonging, teamwork and collaboration that you will experience from day one. It’s also about our quest to consistently deliver excellence, so we’re always developing to make sure we remain the number one logistics company and a great place to work.

ACCOUNTABILITIES

Customer:

• Develop and leverage constructive relationships with key customer stakeholders of most important accounts within area of responsibility
• Support of local sales force in customer interaction to drive Supply Chain’s growth agenda
• Collect feedback from customers in order to improve processes and overall sales performance
• Lead and deliver large transformational deals

Stakeholders

• Cooperation with other leaders of other functions involved in sales process (e.g. IT, HR, Finance, Legal, Real Estate, etc.) to continuously improve the sales process, production of deliverables (e.g. solutions, proposals, etc.) and to ensure required resources are available
• Ensure best practices within country, cluster and from other regions are known and shared.

Strategizing:

• Break down global/ regional strategy to develop local/cluster sales strategy and set the guidelines to sustainable grow business
• Identify promising sales areas and upcoming industry trends and direct sales force towards target accounts and (sub-) sectors
• Support development of regional sales strategy and product development
• Budgeting and resource planning for local sales force in alignment with the Space2Lead Methodology
• Ensure sales effectiveness

Hunting:

• Support and coaching of Business Developers and Account Managers in important opportunities
• Participation in customer meetings with the opportunity owner
• Together with the regional team, pursue large complex transformational supply chain deals meaning finding, creating, pursuing and winning big and transformational deal opportunities within the cluster

Maintaining:

• Built and maintain relationships with key decision makers of most important customers
• Participate in customer satisfaction and value assessment meetings with key customers
• Coordinate actions in case of major operational issues with large accounts
• Ensure management of the renewal agenda through the account management.

People Management

• Management of the sales force within area of responsibility.
• Allocation of assignments to business developers and account managers
• Review and approval of deliverables
• Conduction of performance reviews of the sales force and support in their personal development
• Coaching and support of the sales staff in the pursuit of sales opportunities
• Implementation of global and regional guidelines within area of responsibility
• Contribute to taking and sharing best practices within area of responsibility
• Recruit and retain a high-quality sales force team

DIVISIONAL EXPERIENCE

• Experience in logistics and very good knowledge of DSC competitors
• Experience in other division (e.g. GCS, DGF, etc.) beneficial
• Min 10-15 experience in logistics

Functional Experience

• Strong supply chain knowledge and understanding, commercially aware.
• Board level engagement and credibility - Must understand end to end supply chain, and the challenges of successfully driving change within complex organisations.
• Sales experience and in addition at least one of Operations or Solutions Design.
• Senior supply chain roles as a provider or a contractor, multi sector

Education / Qualification / Certification Requirements

• Ability to think strategically, conceptually and articulate strategic plans.
• Internationally orientated – good experience of conducting business development in a multinational company.
• Innovative thinker
• Excellent communication skills – internally and externally
• Excellent analytical ability
• Proven ability to manage and influence in a matrix management environment
• Able to work and influence within a culturally diverse environment
• Culturally sensitive
• Fluent English written and spoken
• Strong drive and resilience
• University Degree or equivalent
• Proven track record in sale

• Commercial responsibility for the Supply Chain services offerings for the country
• Management of the sales force (Business Development and Account Management) within the country
• Coaching and development of the sales force as well as ensuring utilization and optimal allocation
• Defining and delivering the country sales strategy and driving through the necessary changes to help grow sustainable business
• Country responsible for developing country sales guidelines and improving sales standards, the sales effectiveness, Major Projects and C4L agenda.
• Accountability for new business growth and renewals.