At DHL, people mean the world to us. That’s why our goal has always been to attract and retain the best talent in the world. 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.

We are currently looking for passionate professional to join our Regional Commercial team as Senior Regional Customer Manager. Join us and bring your expertise on board!

Role Purpose

• Develop and implement Express business development strategies and approaches for the Asia Pacific region, adhering to global commercial priorities and targeting regional revenue growth, market share, yield, and profit objectives.
• Drive quality business growth by focusing on sector-specific business development for strategic global and regional enterprise customers, while staying closely informed about changing market dynamics and customer insights.
• Partner with customers to formulate growth strategies, build relationships, identify opportunities, and pursue business development initiatives.
• Identify and develop customer solutions, replicate existing solutions for customers, and create industry-focused solutions through cross-divisional collaboration, leveraging the group's knowledge, insights, research, and expertise.

Key tasks

1. Strategic Account Management :

• Engage with enterprise customers to identify key contacts and cultivate strategic relationships, serving as the central escalation point of contact when necessary, including C-level engagement.
• Develop and execute strategies for relevant sectors and subsectors, supporting the implementation of sector strategies.
• Collaborate with XBU to create a unified "One DHL" approach for account management and business development plans.
• Support and participate in cross-divisional global, Quarterly Business Reviews (QBRs) and other key meetings.

2. Opportunity / Pipeline Development:

• Collaboratively develop opportunities aligned with customer strategies and priorities.
• Assist in assessing identified opportunities and review pipeline development with customers and country teams.

3. Tender Review Board Support:

• Oversee RFQ and contract renewal management to prepare for Tender Review Board (TRB) opportunity assessments.
• Develop commercial and pricing strategies to ensure business retention and enhance profitability.

4. Knowledge sharing/network support:

• Share Express knowledge on network solutions, functional updates regularly with MNC community
• Actively drive sector/subsector thought leadership

5. MNC Sales Leaders, Sector Heads and Cross BU Customer Management:

• Provide leadership and direction in defining and championing the global/regional sales strategy for the MNC sales channel and industry sector, including XBU.
• Provide guidance on segmentation, priorities, and sales direction for MNC customers.

6. Drive Global and Regional Initiatives:

• Drive global and regional commercial growth initiatives within the region and XBU.
• Identify and cultivate new potential industry segments and customers, engaging closely with countries, cross-BU, and cross-divisional teams to develop new revenue streams through industry and customer workshops.

Requirements

• Minimum 10 years of experience in a commercial front line environment
• Minimum 2 years of experience in a regional commercial front line environment
• Strong understanding of the South Asia market, including cultural, economic, and regulatory factors. Proven ability to build and maintain relationships with diverse stakeholders in the markets
• Strong Commercial and business acumen. Understanding of key financial and Commercial, Pricing and Network operational principles
• Excellent communications & interpersonal skills
• Proficiency in English for effective communication and management
• Cross divisional and stakeholder management experience. Working with global / regional / country teams
• Good problem solving skills, analytical and critical thinking
• Able and willing to travel