Regional Head, Commercial Development eCommerce & Returns APAC

At DHL, our business is logistics, but people are our passion. With over 500,000 team members across 220 countries, we attract and retain exceptional talent. We are one of the most innovative and culturally diverse companies in the world, offering unmatched opportunities for personal and professional development. We are proud to be a Best Place to Work.

eCommerce & Returns is a key enabler of our growth strategy and a critical driver in achieving our ambitious Strategy 2030 (2X30) goals. Through our Commercial Development team, we aim to generate new opportunities from both new logos and global account replication, while systematically improving our ability to win. Success requires strong alignment across local, regional, and global stakeholders-particularly Business Development and Marketing teams-while navigating a complex and fast-paced environment.

This role is responsible for leading the commercial function of the two Account Growth Streams (AGS) at the regional (APAC) level. To support our ambitious 2030 revenue targets of €5.5bn globally and €670mn for APAC (15% CAGR), close collaboration between global AGS teams and regional and country teams is essential. The role will act as a strategic bridge between the global AGS commercial function and the APAC region, providing critical support to drive commercial growth and excellence.

Specifically, the role will support pipeline development through account replication and new logo scouting. You will work closely with and coach APAC Business Development leadership for eCommerce & Returns, and collaborate on the top 10-15 priority accounts to drive account replication across the region. In addition to regional responsibilities, you will also lead key commercial initiatives at a global level.

If this sounds like a team you would like to join, keep reading.

Key Accountabilities

eCommerce & Returns Business Growth

• Drive regional market growth and retention for eCommerce & Returns AGS
• Translate global commercial strategy into a clear and actionable regional growth plan
• Analyze market trends and identify opportunities to evolve the commercial approach
• Lead strategic business development initiatives for selected global accounts with significant impact
• Support regional teams in developing major opportunities, proposals, negotiations, and deal conversion
• Track and drive key performance metrics (e.g. growth, conversion, retention, customer experience)

Account Replication

• Identify and prioritize key accounts, customer segments, and ideal customer profiles (ICP)
• Align with regional leadership on account priorities, objectives, and resource allocation
• Support development of scalable models and tools for global account replication
• Drive adoption of account replication approaches and tools across the region

For key accounts:

• Work with regional teams to define and align on strategic growth plans
• Support major deal pursuits in collaboration with global and regional teams
• Leverage cross-regional and cross-functional expertise to improve win rates
• Provide input into customer playbooks and ensure regional insights are incorporated

New Logo Development

• Conduct continuous market scanning to identify high-potential prospects
• Leverage ecosystem channels such as venture capital networks, partners, events, and databases
• Initiate regional engagement and facilitate strong handover to business development teams
• Support the development of scalable processes and tools for new customer identification

Winnability & Commercial Enablement

• Participate in or lead complex, multi-regional deal pursuits (pack of wolves)
• Equip regional teams with messaging, playbooks, case studies, and tools
• Provide guidance on deal structuring, incentives, and commercial strategy
• Drive adoption of best practices, tools, and processes to improve conversion rates
• Share learnings and address common deal blockers across teams

Standards, Tools & Automation

• Drive adoption of enhanced digital B2B sales processes and tools in the region
• Maintain high-quality commercial content within centralized platforms
• Ensure consistency in sales collateral, customer playbooks, and account tracking

Communities & Collaboration

• Engage and connect regional community members to drive collaboration
• Identify focus areas and co-create relevant content with global and regional teams
• Share best practices, insights, and customer success cases across the network