Director, Business Development, Lead Logistics Partner (LLP), APAC

The role leads major regional LLP bids and supports global initiatives, working closely with regional and country sales teams to build and convert a strong pipeline across existing and target accounts.

The role also supports renewal and retention programs to protect and grow gross profit, partnering with LLP functions-including solution design, operations, and value creation to deliver commercially sound, customerfocused LLP business cases aligned to DHL Supply Chain's strategic goals.

Sales & Growth Leadership

• Define and deliver a bestinclass LLP growth strategy by establishing clear target sectors, priority customers, and accelerated growth initiatives.
• Build, manage, and convert a robust LLP sales pipeline, including proactive opportunity identification (hunting).
• Lead customer engagement activities, including workshops, to identify customer requirements, strategic fit, and value opportunities.
• Apply a consultative selling approach to shape solutions, secure customer alignment, and drive deal progression.

Commercial Ownership & Deal Execution

• Lead commercial negotiations, including pricing, contract discussions, and approvals with customers.
• Prepare and deliver compelling customer proposals, presentations, and executivelevel solution review s.
• Own endtoend solution development and presentation, ensuring senior customer engagement, deal closure, and seamless handover to implementation teams.
• Secure internal buyin and approvals from senior stakeholders, including Country MDs, Cluster CEOs, and the APAC Management Board.

Solution Development & CrossFunctional Collaboration

• Translate complex customer requirements into structured frameworks to support solution design and proposal development.
• Partner with solution design, value creation, IT, and operations teams to develop robust, innovative, and commercially competitive LLP solutions.
• Provide commercial governance and oversight across solution development and contracting activities.
• Lead commercial contracting in collaboration with Legal, Risk, Compliance, and other relevant stakeholders.
• Work closely with regional and incountry operations teams to validate solutions and ensure smooth new business transition.

Retention, Governance & Business Integration

• Design, deliver, and track structured renewal programs to increase retention and protect and grow gross profit.
• Ensure full compliance with all DHL Supply Chain commercial control and OpportunitytoDelivery (O2D) processes.
• Design, cost, recommend, and implement LLP solutions for both new business growth and existing business renewals.
• Contribute to global LLP business and product development initiatives.

Leadership & Stakeholder Management

• Lead and influence stakeholders across functions, countries, regions, and global teams within a matrix organisation.
• Contribute to the development and delivery of an integrated LLP business plan (IBP) aligned with LLP strategy, engaging and strengthening the regional LLP community.
• Foster a highperformance, trustbased business development culture.
• Build and maintain strong, constructive relationships with senior management, regional leadership, and global LLP teams.

• Wellrounded understanding of supply chain and logistics methodologies, combined with consultative sales expertise.
• Strong commercial acumen, including understanding of key cost drivers across 4PL, contract logistics, and international freight management.
• Demonstrable experience developing and applying strategic tools, frameworks, and approaches for business development and commercial processes.
• Experienced in engaging, influencing, and managing relationships with senior management and executive stakeholders.
• Willingness and ability to travel up to 30%, primarily within the APAC region.