Regional Customer Director - MEA

Job Description

Deutsche Post DHL (DPDHL) is the logistics provider of the world with over 520,000 employees in more than 220 countries and territories. DHL Global Forwarding, Freight (DGFF) is the Groups air, ocean and road freight specialist. We offer standardized transport as well as highly specialized end-to-end solutions to customers in a wide range of industries globally.Connecting People. Improving Lives.    Currently, we are seeking for a Regional Customer Director - MEA. In this role, the successful candidate will manage, control and develop the overall Customers engagement of assigned portfolio. Develop business development strategies/activities in accordance with the group business strategy and local business environment to deliver profitable growth and service excellence. Support global/regional sector initiatives and drive the engagement of both internal and external stakeholders with clear account development plan.Responsibilities:

• Maintain effective relationship with assigned portfolio by remaining informed about customers business priorities and needs within the region
• Deliver services and solutions to customer that meet budget, quality and agreed service level
• Drives/support development of new/innovation service or value creation as part of continuous development to meet customers needs
• To drive and manage profitable growth with the assigned customer 
• Respond and solve customer enquiries/complaints in a timely and responsive manner
• Responsible for establishing customer profiles and customer needs
• Develop Customer Account Plan and/or Win Plan that can be adapted to meet customer needs and business fit
• Work with Product, Key account managers, Bid Management in the region to communicate and align customer account/win plan for RFIs / RFQs
• Close engagement with internal stakeholder by sharing customers buying behaviours and competitors intelligence
• Identify and develop relationship with Customer contacts, including but not limited to decision makers, coaches, gatekeepers.
• Work with third party service provider like packing company, carriers, truckers or shipping lines for special projects.
• Work with other DHL divisions for end-to-end supply chain solution design or cross BUs collaboration
• Work with countries and internal departments such as Products, VAS, Finance, First Choice, BPO, IT and Implementation to satisfy customers needs and make sure service is provided smoothly.
• Coach and work closely with virtual team - Key Account Managers (KAMs) and After Sales Managers (ASMs).
• Regular Performance Dialogue with Country KAMs or ASMs
• Conduct customer meeting/sales visits (potential & existing) and present company capabilities, value proposition and business fit.
• Identify and develop customer sales leads.
• Lead market profiling and customer/competitor research and analysis activities to understand and identify opportunities and challenges.
• Develop and/or communicate effective pricing strategies to drive profitable growth and volume
• Develop supply chain management solutions meeting customer needs.
• Develop customer development plan/win plan and drive the communication and alignment with relevant stakeholder in region and countries such as Product and Key Account Managers on strategy for RFQs/tenders/bids.
• Effectively drive monthly or quarterly business review with customer
• Overall responsible for achieving Customer business targets and KPIs. Drive KPI performance review with customer, together with Products
• Identify and drive continuous improvement or value creation opportunities with customer.

Job Skills, Qualifications & Experience:

• Management & Decision Making
• Planning and Organization
• Industry/Sector Knowledge and Expertise
• Forwarding Services Knowledge and Expertise
• Customer Relationship Management
• Cross cultural management experience
• Excellent communications skills
• Commercial/Sales knowledge and experience
• Interpersonal skills
• Influencing skills
• Negotiation skills
• Solution design and process mapping skills
• 5-7 years of solid experience in the logistics or forwarding industry
• Of which at least 2 years is dealing with major accounts on a regional or global level
• Relevant experience in international supply chain especially will be an advantage
• Degree Holder, relevant post-graduate qualifications will be an advantage
• Fluent use of English (both written and spoken)
• Ability to speak French or Arabic will be an advantage
• Computer skill knowledge like Word, Excel, PPT

We offer:Opportunities in a global company where you can contribute your ideas and skills to move towards our shared goals.Possible further career developmentCompetitive salaryWhy join DHL Global Forwarding?We are part of Deutsche Post DHL, the worlds leading logistics provider with operations in over 220 countries. Visit our career site on the web at https://www.logistics.dhl/us-en/home/careers.html

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