DHL Global Forwarding (DGF) is the world leader in air freight services and one of the leading providers of ocean freight services. Around 30,000 employees work to ensure we transport our customers of shipments by air or sea. DGF's logistics solutions span the entire supply chain, from the factory to the shop floor. This also includes special transport-related services.
As the experts in freight forwarding, we deliver 100% assurance to our customers via a mindset that’s always looking ahead to the next commercial opportunity, predicting the next potential issue, anticipating the next global trend.
Because at DHL Global Forwarding, Freight, we’re not simply about freight forwarding. We’re about forward-thinking ways to connect people – and improve their lives.
Job purpose
The Global Product CHEM Sector Lead for Reefer & Bulk Solutions is responsible for leading, driving and implementing the strategic direction and commercial success of the Reefer & Bulk product offerings within the CHEM sector of DHL Global Forwarding.
This role focuses on engaging with key stakeholders to develop and executing growth strategies, enhance the sector's value proposition and collaborate across functions to ensure the delivery of innovative solutions that align with customer business goals, ultimately driving revenue growth and optimizing profitability.
Principal accountabilities
* Engage Sector Heads and Key Account Managers: Collaborate and give proper advice on how to lead the common understanding with the CSI/MNC sector heads and key account managers to understand market dynamics, customer requirements, and competitive landscapes. Foster strong relationships to ensure alignment on growth strategies and customer engagement efforts.
* Sector Focus: Stay informed and be agile in the life cycle of sector specific trends, regulatory changes, and competitive activities to inform strategic decision-making and product development. Execute surveys and market research to identify gaps in service offerings or unmet customer needs. Analyse findings to enhance the sector's value proposition and growth strategies. Co-create tailored solutions with customers, aligning with their business objectives. Use insights to inform strategic decisions and adjust growth strategies accordingly
* Establish and Improve Commercial Offerings: Continuously evaluate and enhance the (sub-) sector commercial offerings to ensure they meet market demands and customer expectations. Implement best practices and innovations to improve service delivery and customer satisfaction.
* Key Account Management: Nurture and strengthen customer relationships on senior management levels. Develop and execute comprehensive account plans for key customers, conducting regular business reviews to assess performance, identify improvement opportunities, and align on future initiatives that drive value and loyalty. Maintain regular communication with key accounts to provide updates on service enhancements and industry trends
* Sales Pipeline Management: Implement and maintain a robust sales pipeline management system that tracks opportunities from initial contact through to closing, ensuring visibility and accountability at each stage of the sales process. Generate and nurture leads. Regularly review and analyze the sales pipeline to assess the health of opportunities, identifying bottlenecks and implementing corrective actions to drive deals to closure. Participate in regular pipeline review meetings with the sales team to discuss progress, share best practices, and strategize on overcoming challenges associated with specific opportunities.
* Develop Customer Growth Plans: Create and implement comprehensive customer growth plans that focus on raising barriers to exit, ensuring customer retention, and increasing share of wallet. Monitor and adjust strategies based on performance metrics and customer feedback.
* Collaborate on QBRs and RFQs: Work closely with key account managers in the planning, preparation, and execution of Quarterly Business Reviews (QBRs) and Requests for Quotation (RFQs). Ensure that proposals are aligned with customer needs and organizational capabilities
* Attend Trade Fairs and Conferences: Represent DHL Global Forwarding at sector-specific trade fairs and conferences to generate leads, build relationships, and provide subject matter expertise. Utilize these opportunities to enhance brand visibility and gather market intelligence.
* Upsell/Cross-Sell OFR Products: Identify opportunities to upsell and cross-sell Ocean Freight (OFR) products and value-added services to existing customers, focusing on increasing Gross Profit per Twenty-foot Equivalent Unit (GP/TEU). Develop targeted campaigns to promote additional offerings.
* Identify and Optimize Profit Leakage: Analyse customer accounts to identify traders, down traders, and areas of profit leakage within the sector. Implement strategies to optimize GP/TEU.
* Customer Onboarding: Engage with customers to ensure a smooth transition and understanding of processes. Provide necessary input to customers and internal teams to facilitate effective service delivery. Conduct initial meetings to align expectations and project objectives, ensuring all stakeholders are informed and engaged
Skills
* Strong leadership and team management skills.
* Excellent analytical and problem-solving abilities.
* Proven track record in product development and commercial strategy.
* Exceptional communication and interpersonal skills, with persuasive abilities.
* In-depth knowledge of logistics, particularly in reefer and bulk solutions.
* Ability to drive customer engagement and relationship management.
* Proficient in Excel and PowerPoint, with strong numerical and analytical skills
Qualifications & Key Requirements
* Minimum of 7-10 years of experience in logistics, supply chain management, or a related field, with a focus on reefer and bulk solutions.
* Proven experience in product management, business development, and customer relationship management is essential.
* Proven excellent project management skills in a SMT level and able to deal with high-ranking executives in CHEM sector
Location
Hamburg but flexible in Europe
RCS Grade
H
Your benefits
We offer excellent employee benefits, a competitive salary package and great development opportunities.
* Positive work environment: Our TOP EMPLOYER prestigious certification attests to our best-in-class efforts to attract and retain talent by fostering a positive work environment and encouraging personal and professional development among employees
* Comprehensive Benefits Package: We offer a comprehensive benefits package that includes health insurance, retirement plans, social counseling, generous corporate discount programs and other employee wellbeing programs.
* Global Exposure: Joining DHL Global Forwarding means being part of a truly global organization, providing you with the opportunity to work with diverse teams and gain exposure to international markets and practices.
* Work-Life Balance: We understand the importance of maintaining a healthy work-life balance, and we strive to provide a flexible work environment.
* Continuous Learning and Development: We invest in our employees' growth by offering training programs, coaching, workshops, and resources to enhance your skills and knowledge.
* Onboarding: Individual onboarding, training on the job, networking, a dedicated certified program.
Interested in this position? Just click on “Apply”!
Are you curious to learn more about us?
Our official website: DHL Global Forwarding
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We are looking forward to your application.
DGF HR Team