Job Purpose
The Regional Head of OFR Reefer is responsible for driving growth, profitability, and operational excellence within the Reefer segment across the region. This role combines strategic leadership, customer engagement, and cross-functional collaboration to deliver best-in-class solutions and strengthen DHL Global Forwarding's market position.
Key Responsibilities
- Leadership: Lead, mentor, and develop a high-performing team of professionals within the OFR Reefer segment in the region. Foster a culture of collaboration, accountability, and continuous improvement, while implementing training and development initiatives to enhance team capabilities.
- Strategic Planning: Develop and implement a tactical regional strategic plan for OFR Reefer that aligns with DHL Global Forwarding's objectives. Conduct market research to identify regional trends, customer needs, and competitive landscapes, translating insights into actionable business and marketing initiatives that drive revenue growth.
- Business and Customer Development: Nurture and strengthen customer relationships on senior levels. Execute targeted customer engagement strategies to strengthen relationships and increase market share in the targeted OFR Reefer segment. Collaborate with regional and national sales teams to create and deliver customized logistics solutions that meet specific customer requirements, enhancing customer loyalty and retention. Systemically monitor ship-to-profile and proactively address up traders / down traders. Drive yield optimization initiatives to identify and eliminate Gross Profit leakages. Initiate re-procurement exercises to optimize Gross Profit.
- Pricing: Establish pricing guidelines for short-term, quarterly, and annual validities in collaboration with Trade Management, Business Development and national organizations to align with market conditions and business objectives. Develop and drive pricing initiatives focused on core trade lanes, ensuring competitive positioning and profitability. Decision making on risk taking in alignment with trade.
- Sales Pipeline Management: Collaborate with the sales and marketing team to develop targeted campaigns aimed at expanding OFR Reefer volumes and profit within the region. Facilitate regular pipeline review meetings with the sales team to drive progress in funnel velocity, identify opportunities for cross-selling and upselling additional services, maximize win rates and reactivate lapsed customers within the reefer logistics sectors.
- RFQ Planning and Execution: Oversee the Regional and National Request for Quotation (RFQ) process, ensuring that all RFQs are strategically planned and executed to maximize opportunities for winning new business. Ensure timely and adequate responses to Requests for Quotation in collaboration with the commercial owner, trade management, the national organizations and OCC. Monitor and analyse RFQ outcomes to identify trends, successes, and areas for improvement, using this information to refine future RFQ strategies and enhance win rates.
- Supplier Management: Collaborate with Trade Management and align the Reefer carrier strategy and ensure competitive procurement of Freight All Kinds (FAK) rates, Named Account (NAC) rates and commodity baskets against fixed space and equipment allocations to ensure coverage, competitiveness in product offerings and service delivery. Establish and maintain strong partnerships with key regional suppliers and service providers to ensure the delivery of high-quality services. Negotiate contracts and service level agreements (SLAs) that optimize cost efficiency and service delivery, while managing risks effectively. Drive procurement initiatives to reduce (variance in) local charges and avoid unjustified costs in collaboration with the national organizations.
- Operational Excellence: Oversee and refine the operational processes for OFR Reefer within the region, ensuring compliance with local industry standards and regulations. Implement best practices and continuous improvement initiatives that enhance operational efficiency, reduce production unit costs and elevate service quality.
- Financial Management: Optimize the OFR Reefer PNL in the region. Manage the financial performance of the Reefer segment at the regional level, including strategic planning, budgeting, forecasting, and revenue management, cost control, productivity and profitability analysis. Develop and track key performance indicators (KPIs) to assess financial health and operational performance, ensuring alignment with regional strategic goals and mitigating financial risks that could impact profitability.
- Risk Management: Identify and assess potential risks associated with regional pricing strategies, supplier contracts, and operational processes. Develop and implement risk mitigation strategies to protect the financial and operational integrity of the OFR Reefer segment.
- Stakeholder Engagement: Collaborate with internal stakeholders across various functions, including sales, marketing, operations, and finance, to ensure cohesive execution of regional business strategies. Facilitate regular cross-functional meetings to drive collaboration and share best practices. Actively engage with external stakeholders, including customers, suppliers, and regulatory bodies, to gather feedback and insights that inform regional business decisions. Represent DHL Global Forwarding at regional industry forums and events to enhance brand visibility and strengthen relationships within the logistics community.
- Environmental and Social Responsibility: Drive regional sustainability initiatives and ethical business practices to enhance brand value and contribute to a sustainable future. Ensure that all regional operations align with DHL Global Forwarding's commitment to environmental responsibility.
Skills
- Strong strategic thinking and analytical skills with the ability to leverage data for decision-making.
- Excellent leadership and team management capabilities, fostering a high-performance culture.
- Proficient in financial analysis and budget management, with a focus on profitability.
- Exceptional communication and interpersonal skills to engage effectively with internal and external stakeholders.
- Ability to build and maintain relationships with key stakeholders in the logistics industry.
- Knowledge of regulatory requirements and compliance standards relevant to the logistics sector.
Experience/Qualification Requirements
- Bachelor's degree or higher
- Minimum 10 years of experience in logistics, supply chain management, or related fields, with at least 5 years in a senior leadership role
- Proven track record in managing reefer operations, with a strong understanding of market dynamics and customer needs
- Experience in leading cross-functional teams and driving strategic initiatives within a global organization
