Jobs at DHL

Job Description
In this Head of Ocean Freight Growth position

• You will be driving volume growth across all OFR products in close coordination with OFR Country management and Country product heads. Together with Regional Trade Management, drive the focus on trade lanes and countries as per Trade Lane growth plan.
• You will lead OFR pricing activities and ensure pricing efficiency and competitiveness for all ocean freight related sub-products.
• You will be overseeing all large tenders running through the OCC specialists as part of the global RFQ process and ensure efficient execution with all stakeholders.
• You will drive automation within the Tender management set up.
• You will spearhead RFQ analytics to improve win ratios.
• You will Drives risk-taking analysis & proposals to deliver country growth targets.
• You will simplify country led RFQ’s to increase efficiency.
• You will drive STP on tender business.
• You will be driving senior commercial product engagement.
• You will be the focal point for Country product development.
• You will be responsible for the Country Growth structure and Country RDM structure (RDM where applicable).
• You will drive development and execution of local trade lane plans via OFR FS Major across all OFR products, according to focus Trade lanes defined by Trade Management.
• You will drive target customer definition from a product and/or trade perspective together with local OFR product heads, Trade Management and M & S.
• You will drive STP within the BC segment with M & S.
• You will be the Country focal point for M & S.
• You will ensure process alignment together with M & S within the country.
• Aligns M&S activities across the country as relevant to OFR product.

Now, here’s what we need from you

• Minimum of 8 years of experience in the OFR forwarding industry
• Sales experience is an advantage.
• Used to work in a multinational environment and in a large corporation with proven track record of customer growth and Leadership.
• Degree in business Management or a related field.

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Role Context

• Drive business growth through, identifying, developing and growing African billed Chinese customers across Sub Saharan Africa countries.
• Planning, organizing, and developing strategies to generate new/ additional SSA billed Chinese business, that will maximize profit and grow market share.
• Through acquisition and development ensure DHL Express becomes a trusted advisor and leader in supporting and facilitating customers business growth and expansion by shifting operations from China to Africa.

Key Responsibilities

• Conducting a detailed study and understanding of customers business, including shipping requirements and provide air express services to specifically identified customers.
• Define objective and market studies to determine feasible approach to assess market potential
• Ensure new business development initiatives and maximize exposure for DHL amongst targeted prospects.
• Coordinate business development strategy and plans to achieve market and customer growth and retention rate
• Draft business development plans, including account management approach and account plans for countries and clusters within the Sub Saharan Africa region
• Define business development strategy in line with financial and shipment targets, for medium to large business opportunities
• Initiate, manage and collaborate with potential customers on current and future global and regional priorities such as SME360,NMTE, No Stone Unturned, PUYP and Vault.
• Lead, direct and control business development activities and initiatives across the region with significant impact on overall results.
• Serve as the primary contact/lead representing DHL Express to customers and facilitating coordination of efforts with other departments.
• Support customer growth strategies and contract negotiations from a Buyers Perspective
• Ensure pricing strategy is consistent with the business objectives
• Support local teams to develop leads, share insights, prepare proposals, support negotiate and convert business.
• Conducting a detailed study and understanding of customers business, including shipping requirements and provide air express services to specifically identified customers.
• Define objective and market studies to determine feasible approach to assess market potential
• Ensure new business development initiatives and maximize exposure for DHL amongst targeted prospects.
• Coordinate business development strategy and plans to achieve market and customer growth and retention rate
• Draft business development plans, including account management approach and account plans for countries and clusters within the Sub Saharan Africa region
• Define business development strategy in line with financial and shipment targets, for medium to large business opportunities
• Initiate, manage and collaborate with potential customers on current and future global and regional priorities such as SME360,NMTE, No Stone Unturned, PUYP and Vault.
• Lead, direct and control business development activities and initiatives across the region with significant impact on overall results.
• Serve as the primary contact/lead representing DHL Express to customers and facilitating coordination of efforts with other departments.
• Support customer growth strategies and contract negotiations from a Buyers Perspective
• Ensure pricing strategy is consistent with the business objectives
• Support local teams to develop leads, share insights, prepare proposals, support negotiate and convert business.
• Build relationships and co-ordination strategies with local teams and leaders of contributing functions such as Pricing, Business Intelligence, Finance, HR, Legal and Operations in order to acquire resources, that enhance working processes and create seamless sales and customer experience.
• Analyze key trends and developments impacting customer businesses and identify change needs that can be implemented to overcome or mitigate problems with broad-based solutions
• Steer systems for monitoring competitive activity and dissemination of information and best practices to relevant parties
• Negotiate and authorize agreements/ contracts, changing terms and conditions where required
• Develop and coach sales teams to enhance their performance with African billed Chinese customers

Minimum Requirements

Language

• Fluent in Mandarin and English (Spoken and Written),
• French an advantage

Education

• Business degree or equivalent

Experience

• More than 5- 7 year Sales Experience

Requirements

• Excellent communication, leadership and influencing skills (The ability to communicate confidently one-on-one, groups and top management internally and externally)
• Extended Network Knowledge
• Analytical ability to apply broad concepts to resolve customer problems.
• High caliber in Sales skills including SLNB and DWBP
• Able to drive car and willing to travel to countries across Sub Saharan Africa ent communication, Leadership, and Influencing skills.
• Extended DHL Network knowledge.
• Project Management, Presentation Skills, Contract Negotiation Skills, Metrix Analysis, CRM Conversant, Sales Forecasting, DHL Business Knowledge, Sales Processes Knowledge, Stakeholder Management, Influencing, Feedback, Facilitation and Relationship Building

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Job Description
Global Forwarding Freight – South Africa has an opening for an Airfreight Commercial Centre Specialist where you will execute pricing, validate adherence to standards and pricing instructions, roll-up bid input into country response, execute country-to-country pricing, pricing campaigns, factor-based BC pricing (incl. setting up internal rates), support in execution of commercial AFR strategy in country (e.g. filling campaign rate table) as well as initiate risk taking process (e.g. escalation to ACC Manager).  Join us now in connecting people and improving lives.

In this Airfreight Commercial Centre Specialist position 

• You will own and maintain 'Country ACC tariffs'.
• You will support in execution of AFR and commercial strategy in local ACC.
• You will drive competitive pricing and execute pricing campaigns (e.g. seasonal offers).
• You will search for best pricing solutions in order to maximize profitability of AFR.
• You will provide pricing for Sales growth on country level (including standard factor-based pricing methodology), supports and follows up with Sales.
• You will provide correct and timely feedback to GBT bids. Answers GBT and region to region pricing requests, from break-down of pricing instructions to roll-up of pricing input and submitting.
• You will execute country bid response, in particular qualification of bids received, formulation of bid strategy, gathering and checking of pricing inputs, consolidates country bid response.
• You will escalate need for decision making on risk taking through higher hierarchy levels.
• You will adhere to and comply with rules and principles.
• You will act as AFR subject matter experts in trainings, for customer visits, local AFR conferences, etc.
• You will interact with customers in alignment with Sales.
• You will constantly be demonstrating and living the values of DHL. 

Now, here’s what we need from you

• Must have a matric and a Diploma in related field.
• Deep Knowledge of AFR forwarding business as well as Global Logistics and Geographical knowledge.
• Strong Analytical skills and good communication skills.
• Strong project management skills and ability to cope with multiple bids in parallel.