Vice President, Business Development and Account Management, Service Logistic, APAC

About us

DHL is present in over 220 countries and territories across the globe, making it the most international company in the world. With a workforce exceeding 350,000 employees, we provide solutions for an almost infinite number of logistics needs.

DHL is part of the world's leading postal and logistics company Deutsche Post DHL Group, and encompasses the business units DHL Express, DHL Parcel, DHL eCommerce, DHL Global Forwarding, DHL Freight and DHL Supply Chain.

We connect people and improve their lives. And we do it by being uncompromisingly customer-centric and delivering excellence day in and day out. By bringing people together and making life simpler - for our customers, our employees, our investors, and our society - we help make the world a better place.

Being The Logistics Company for the World goes well beyond our global presence in over 220 countries and territories, or our tireless pioneer spirit when it comes to new markets. It also extends beyond our unique ability to offer a remarkable range of logistics solutions - from mission-critical express deliveries to economical freight transportation, from taking the complexity out of customs to managing the complexity of global supply chains and everything in between.

We want to be the logistics company people turn to - the first choice not only for all shipping needs, but also the first choice for career and investment opportunities, and being the global benchmark for responsible business practice.

Responsibilities

The role involves overseeing the management of the sales force, including Business Development and Account Management, within the designated area of responsibility. It requires providing coaching and development to the sales team while ensuring optimal utilization and allocation of resources. Additionally, the role entails shaping the sales strategy and driving the growth agenda within the areas of responsibility.

Leadership in Sales Force Management:

• Lead the sales force within the area of responsibility, strategically allocating assignments to Business Developers and Account Managers.

• Review and approve deliverables, conduct performance evaluations, and support the personal development of sales staff.

• Implement global and regional guidelines, share best practices to enhance performance, and recruit and retain a high-quality sales team to drive organizational success.

Development of Local Sales Strategy:

• Interprets regional business needs to formulate effective sales strategies. Clearly outlines the necessary activities and initiatives to support the growth agenda, while encouraging employees to actively contribute to the sales strategy.
• Translate global and regional strategies into actionable local and sub-regional sales strategies.
• Contribute to the overarching sales strategy by identifying high-potential sales areas and emerging industry trends, directing the sales force toward targeted accounts and sectors.
• Support regional sales strategy development and product innovation, alongside effective budgeting and resource planning for the local sales force.

Key Account Management and Relationship Building:

• Cultivate and leverage strategic relationships with key customer stakeholders.
• Build and maintain strategic relationships with key decision-makers among major customers.
• Engage in customer satisfaction and value assessment meetings, coordinate responses to significant operational issues with large accounts, and ensure proactive management of the renewal agenda through effective account management.
• Empower the local sales force to engage effectively with customers, driving the Supply Chain's growth agenda while systematically collecting feedback to enhance processes and optimize overall sales performance.

Cross-Functional Collaboration for Sales Excellence:

• Foster collaboration with leaders across various functions (e.g., IT, HR , Finance, Legal, Real Estate) to drive continuous improvement in the sales process.
• Ensure that necessary resources are available for the effective production of high-quality deliverables, including solutions and proposals.

Coaching and Opportunity Development:

• Provide strategic support and coaching to Business Developers and Account Managers on critical opportunities, enhancing their effectiveness in customer meetings and negotiations.

Visionary and Strategic Perspective:

• Maintains a visionary and global perspective concerning strategy, developing sustainable strategies that position the organization as a preferred investment, provider, and employer.

Requirements

1. Over 15 years of relevant sales experience in the Supply Chain and Logistics industry.
2. Experience in other divisions (e.g., Freight Forwarding) is considered beneficial.
3. Demonstrated ability to effectively manage teams.
4. Strong understanding of the needs across various industries.
5. Proven ability to effectively sell and influence stakeholders at all levels.
6. Demonstrated strategic thinking skills with the ability to identify and pursue new opportunities.
7. Expertise in developing commercially viable and innovative solutions that drive business growth.
8. Strong skills in building and maintaining long-lasting customer relationships.
9. Ability to work collaboratively across the business to achieve strategic objectives.