The posting
The role drives regional sales performance and revenue growth for the LLP product portfolio, with accountability for delivering annual new business targets across Annualized Gross Profit (AGP), Annualized Customer Growth (ACG), and revenue and GP conversion, in line with agreed growth and profitability objectives. Leads major regional LLP bids and supports global initiatives, working closely with regional and country sales teams to build and convert a strong pipeline across existing and target accounts.
The role also supports renewal and retention programs to protect and grow gross profit, partnering with LLP functions—including solution design, operations, and value creation to deliver commercially sound, customer‑focused LLP business cases aligned to DHL Supply Chain’s strategic goals.
Sales & Growth Leadership
- Define and deliver a best‑in‑class LLP growth strategy by establishing clear target sectors, priority customers, and accelerated growth initiatives.
- Build, manage, and convert a robust LLP sales pipeline, including proactive opportunity identification (“hunting”).
- Lead customer engagement activities, including workshops, to identify customer requirements, strategic fit, and value opportunities.
- Apply a consultative selling approach to shape solutions, secure customer alignment, and drive deal progression.
Commercial Ownership & Deal Execution
- Lead commercial negotiations, including pricing, contract discussions, and approvals with customers.
- Prepare and deliver compelling customer proposals, presentations, and executive‑level solution reviews.
- Own end‑to‑end solution development and presentation, ensuring senior customer engagement, deal closure, and seamless handover to implementation teams.
- Secure internal buy‑in and approvals from senior stakeholders, including Country MDs, Cluster CEOs, and the APAC Management Board.
Solution Development & Cross‑Functional Collaboration
- Translate complex customer requirements into structured frameworks to support solution design and proposal development.
- Partner with solution design, value creation, IT, and operations teams to develop robust, innovative, and commercially competitive LLP solutions.
- Provide commercial governance and oversight across solution development and contracting activities.
- Lead commercial contracting in collaboration with Legal, Risk, Compliance, and other relevant stakeholders.
- Work closely with regional and in‑country operations teams to validate solutions and ensure smooth new business transition.
Retention, Governance & Business Integration
- Design, deliver, and track structured renewal programs to increase retention and protect and grow gross profit.
- Ensure full compliance with all DHL Supply Chain commercial control and Opportunity‑to‑Delivery (O2D) processes.
- Design, cost, recommend, and implement LLP solutions for both new business growth and existing business renewals.
- Contribute to global LLP business and product development initiatives.
Leadership & Stakeholder Management
- Lead and influence stakeholders across functions, countries, regions, and global teams within a matrix organisation.
- Contribute to the development and delivery of an integrated LLP business plan (IBP) aligned with LLP strategy, engaging and strengthening the regional LLP community.
- Foster a high‑performance, trust‑based business development culture.
- Build and maintain strong, constructive relationships with senior management, regional leadership, and global LLP teams.
Requirements
- Bachelor’s degree or equivalent qualification required.
- Strong experience in the logistics industry, with at least 12 years in product development, business development, or commercial roles.
- Proven track record of delivering results in a highly complex, matrixed regional or global environment. Strong awareness of the regional and global LLP landscape.
- Demonstrated success in driving transformational growth through a consultative selling approach.
- Proven experience managing regional and/or global business development initiatives.
- Deep knowledge of LLP products, the LLP marketplace, and evolving customer needs.
- Well‑rounded understanding of supply chain and logistics methodologies, combined with consultative sales expertise.
- Strong commercial acumen, including understanding of key cost drivers across 4PL, contract logistics, and international freight management.
- Demonstrable experience developing and applying strategic tools, frameworks, and approaches for business development and commercial processes.
- Experienced in engaging, influencing, and managing relationships with senior management and executive stakeholders.
- Willingness and ability to travel up to 30%, primarily within the APAC region.
