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.

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Ready to immerse yourself in the exciting world of DHL?

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

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As Vice President, Business Development AP, your role purpose is to:

\n\nDevelop, lead, and implement Express business development strategies, approaches and programs for Asia Pacific, adhering to global Commercial priorities, regional revenue growth, market share, yield and profit targets specifically for the Express business of the Enterprise segments consisting of global/regional CSI and MNC customers, plus strategic growth industry sectors and key customers/segments identified.\nDrive quality business growth through the business development of strategic global and regional Enterprise customers. Being very close and up-to-date on changing market dynamics and customers insights. Partnering customers on growth strategy, building relationships, identifying opportunities and pursuing business development together with CSI/MNC Global and Regional Customer Directors/Managers. Identify and develop customer solutions (and/or replicate existing solutions for the customers), and industry focused solutions through cross-divisional collaborations and leveraging of group's knowledge, insights, researches and expertise.\n\n

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Key tasks include:

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1. Strategic account management & support:

\n\nEngage with CSI/MNC customers directly or via customer management teams to identify key customer contacts and develop strategic customer relationships (e.g. where required support as customer's central escalation point of contact, C-level engagement)\nDevelop and execute the strategy/approach for relevant sectors/subsectors and support implementation of sector strategy for Express-related opportunities.\nDevelop DHL's approach for the account and business development plan jointly with CSI/MNC customers directly or via Customer Management Teams\nSupport and participate in cross-divisional, global QBRs and other key customer meetings\n\n

2. Opportunity/ Pipeline development:

\n\nJointly develop opportunities based on customer strategy and priorities with CSI/MNC Customer Management teams (strong focus on Express opportunities/solution requirements)\nSupport assessment of identified opportunities and review pipeline development with CSI/MNC Customer Managers and Sales Leaders\n\n

3. Tender Review Board support:

\n\nRFQ and Contract Renewal Management review with CSI/MNC Customer Managers to prepare for TRB opportunity assessment\nSupport assessment of identified opportunities with key functional stakeholders in Express: Tender, COG, Finance, Global Customer Pricing, IT\nDevelop Commercial and Pricing strategies jointly with CSI/MNC Customer Managers to ensure business retention and improvement in profitability\nDrive and support the proposal presentation for key opportunities as required.\n\n

4. Sales Leadership

\n\nRegular engagement with CSI/MNC Sales Leaders to provide direction in defining, championing and maintaining global / regional Express sales focus areas\nLead and guide CSI/MNC Customer Managers on customer segmentation, priorities and sales direction\nDrive and support Express yield management initiatives; Net Price Change (NPC) improvement actions, General Price Increase (GPI) compliance, Services & Surcharges (S&S) compliance\nRegular review of revenue, pipeline management and KPI performance based on Express Sales priorities. Provide guidance in development areas\nEnable the processes, systems and skills to support business needs and regional/global initiatives\n\n

5. Regional and Global Initiatives

\n\nDrive Global/Regional Commercial growth initiatives for the region and with the countries Eg. Industry Focus/Development, Lead Generation, Sales Campaigns, etc.\nDevelop/strengthen Industry sector communication activities and assets e.g. Marketing Collaterals, Newsletters, Network Solutions, Workshops and events\nDevelop new potential industry segments and customers, close engagement with countries and cross-divisional to develop new revenue streams e.g. Industry workshops, customer workshops.\nCollaborate with regional counterparts and cross-divisionally to drive CSI/MNC industry sector development, Express global commercial priorities and revenue/performance management\n\n

6. Others:

\n\nStakeholder engagement\nKnowledge sharing/ network support\n\n

Requirements:\n\n\nTertiary Education in related discipline\nMinimum 8 years of experience in one or more DHL Business Units or equivalent external industry experience\nAt least 10 years of experience in top level General Management or sales & management functions in the express/logistics industry or with similar business experience\nFrontline Sales and Sales Management experience a must\nKnowledge of DHL Commercial growth strategies and principles, business development leadership, operations, products and service capabilities\nStrong Commercial and business acumen. Understanding of key financial and Commercial, Pricing and Network operational principles\nExcellent communications & interpersonal skills\nCross divisional and stakeholder management experience\nGood problem solving skills, analytical and critical thinking\n\n

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