Regional Customer Director EMEA Management (m/f/x)

at  DHL

STRATEGIC THINKING & TARGETING

• Contribute to building China Market Growth community (e.g. participating in conferences, community calls, etc.)
• Participate in community events and educate community on new solutions, capabilities, customer intelligence and best practices.
• Provide customer thought leadership and insights by driving and leading eRetail & Fashion marketplace sub-sector strategies through engaging in market trends and analysis and business development strategy work.
• Identify key marketplace trends in the region
• Understands and analyzes the big picture of customer’s business objectives & provides input into the customer strategy
• Translates customer strategy into meaningful business opportunities of value for DHL divisions with minimal guidance, & ensures buy-in for the same
• Evaluates business strategy & landscape in order to identify best fit opportunities for DHL across region/products/solutions
• Understands customer’s business objectives as outlined in company publications
• Relates specific solutions offered to the customer back to their business objectives

Building & Maintaining Customer Relationships

• Builds strategic relationship with customer counterparts
• Is able to read differing client styles & cultural backgrounds and adapts the approach accordingly
• Actively listens, responds promptly and delivers as agreed
• Demonstrates to the customer good understanding of their supply chain within relevant scope
• Proactively offers advice to customer counterparts based on in depth understanding of supply chain within relevant scope
• Builds coach network with counterparts in customer organization
• Leverages coach network to gain access to relevant customer stakeholders (e.g. decision makers, gatekeepers) in order to strengthen DHL’s position

Selling & Influencing

• Effectively conducts consultative selling based on accelerate principles
• Ability to position and adapt key marketing messages to different potential customers for the various eRetail & Fashion sub-sectors in the region
• Develops & articulates business fit & solution fit that reflects:
• understanding of customer requirements
• sector & product knowledge
• Identifies & prepares for likely questions/concerns from customer
• Prepares for commercial discussion by identifying customer’s buying criteria & developing strong pricing & negotiation strategies with minimal guidance
• Pushes for closure of deal by using persuasive skills to create a compelling case for DHL’s offering within immediate scope both internally & within customer organization
• Develops proposals that adhere to internal guidelines & commercial standards
• Makes realistic commitments by offering what the internal organization can support

Developing Commercially Viable & Innovative Solutions

• Explore new business opportunity in the area of marketplaces and any evolving new business models by the customer
• Demonstrates sound knowledge on sector challenges & trends for respective account & their competitors
• Demonstrates extensive divisional product knowledge
• Demonstrates knowledge of competitors & suppliers relevant to account
• Demonstrates a strong knowledge of the eCommerce marketplace industry and its associated requirements
• Conducts ongoing research through desk research & research meetings with customer counterparts
• Clearly derives customer requirements based on available information
• Proactively offers x-divisional solutions that leverages all relevant products & capabilities of DHL divisions
• Engages customers through consulting studies & customer workshops to identify opportunities to offer innovative solutions
• Understands DHL’s key business drivers (e.g. revenue, cost) & how they impact business decisions & solutions
• Supports development of sustainable commercial arrangements by identifying & taking necessary steps to mitigate financial, commercial & operational risk to DHL

Working Across the Business

• Bring expertise to BUs on solutions/projects/innovation (access to network of knowledge).
• Coach, internal CSI and BU Customer Managers to familiarize the development opportunities for Chinese e&F marketplace customers in the region
• Support the development of global eCommerce training programs for CSI and BU rollout.
• Involves relevant CSI & divisional key stakeholders & secures buy-in & support when providing input to CDP
• Executes the CDP by coordinating respective account teams & resources efficiently & effectively
• Persuades stakeholders in following a course of action that supports the customer and/or DHL overall objectives
• Builds & navigates through internal network across divisions, & uses that to gains support & resources with guidance from sales leader
• Demonstrates ability to clearly communicate implementation requirements,(e.g. resources, processes) both internally & externally & monitors progress
• Is able to escalate issues to the relevant stakeholders to ensure quick resolution

Knowledge, Skills and Experience:

• Requires min 5 years of experience in the Logistics industry, Sector or Customer
• Minimum 1-2 years of experience with one or more DHL divisions, including managing senior stakeholders
• Requires 3-5 years of commercial experience
• Minimum 2 years of consultative selling experience in an international context
• Preferred experience in eCommerce / Marketplaces
• University degree
• Excellent analytical and problem solving skills
• Effective presentation and facilitation skills
• Strong international exposure preferably with Chinese customers
• Ability to work independently and within a team to deliver results
• Ability to lead and influence without formal authority
• Ability to adapt and perform under changing and uncertain conditions
• Capacity to drive business growth across complex multi-sector conglomerates
• Strong hunting capabilities to tap into large growth potential
• Responsibility for retaining very large business
• High x-BU and sector knowledge
• Excellent business English, written and oral
• Preferred fluent in Mandarin, written and oral

Your benefits:
We offer excellent employee benefits, a competitive salary package and great development opportunities.
Your contact:
Laura Klein will be happy to answer your questions via email recruiting.dpbh@dhl.com.
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.

Please refer the Job description for details