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Job Description
- Drive Revenue Growth: Lead the growth of revenue across all freight forwarding products, targeting global, regional, and transaction accounts. Recommend enhancements to improve win rates and maximize strategic sales potential.
- New Business Opportunities: Identify and pursue new business opportunities to expand the company’s customer base and drive revenue and profitability targets for the freight forwarding division.
- Pricing and Sales Strategies: Oversee the development of pricing strategies, sales forecasts, and budget management.
- Regional Sales Strategy: Develop and implement a comprehensive regional sales strategy that aligns with the company’s overall business objectives and establishes long-term sales goals with strategic plans to achieve them.
- Market Penetration: Develop strategies to penetrate (regional) key accounts, attract and retain customers, improve loyalty, and expand existing business.
- Commercial Governance: Develop fit for purpose governance and process in line with the global requirements and objectives
- Market Intelligence: Understand key competitors and provide market intelligence to ensure ongoing competitive pricing in key trade lanes.
- Mentorship, Training and Evaluation: Mentor, train evaluate, and monitor all sales-related staff in freight forwarding to foster a high-performing regional sales team.
- Culture of Excellence: Foster a culture of excellence, accountability, and continuous improvement within the sales organization. Implement best practices for sales management, including performance metrics and reporting systems.
- High Performance Team: Establishing of high performance Freight sales units in Europe, while ensuring that each individual reaches their sales targets and remains highly motivated.
- Trade Lane: Lead the team of trade lane managers to develop unique solutions for DP World’s regional customers in the targeted regions.
- Customer Relationships: Build and maintain strong relationships with key customers, partners, and industry stakeholders to ensure exceptional customer service and satisfaction through proactive engagement and solutions-oriented approaches – in alignment with the Vertical and the Cluster Commercial Leads.
- High-Level Negotiations: Support high-level negotiations and contract discussions with key accounts.
- Internal Collaboration: Collaborate with Air and Ocean Product Heads and Cluster Commercial Leaders to drive collaborative efforts internally, support and share best practices in client reviews, strategic business plans, value-add programs, process improvements, and RFQ/RFI management.
- Cross-Functional Alignment: Collaborate with cross-functional teams, including marketing, operations, finance, IT and product development, to ensure alignment and support for sales initiatives.
- Executive Communication: Communicate sales performance, opportunities, and challenges to the executive leadership team, ensuring transparency and alignment between global and regional sales teams.
- Market Analysis: Conduct market analysis to stay informed about industry trends, competitive landscape, and customer needs. Use data and insights to make informed decisions and adapt sales strategies as needed.
- Industry Representation: Represent the company at industry events, conferences, and trade shows to enhance brand visibility and market presence.
- RFQ Management: Drive the RFQ response for the assigned Strategic Customer(s) in freight forwarding, either as the lead or by ensuring region support is assigned to drive offered business opportunities.
- Digital Campaigns: Collaborate with the marketing department to build successful digital campaigns that align with the strategic growth direction of the company
Qualifications, Experience
- Bachelor's degree in Business Administration, Logistics, Supply Chain Management, or a related field. MBA or equivalent advanced degree preferred.
- Minimum of 15 years of progressive sales experience in the freight management or logistics industry, with at least 5 years in a senior leadership role.
- Proven track record of driving significant revenue growth and achieving sales targets.
- Strong leadership and team management skills with a focus on developing high-performing teams.
- Excellent strategic thinking and analytical skills.
- Exceptional communication, negotiation, and interpersonal skills.
- In-depth knowledge of the freight management industry, market dynamics, and competitive landscape.
- Ability to travel internationally as required.
- Results-oriented with a strong drive for achievement.
- Adaptable and resilient in a fast-paced, dynamic environment.
- Collaborative and able to build strong relationships across the organization.
- Ethical and committed to upholding the highest standards of integrity and professionalism.
Über DP World
Der Handel ist das Lebenselixier der globalen Wirtschaft, schafft Chancen und verbessert die Lebensqualität der Menschen weltweit. DP World existiert, um den globalen Handel zu verbessern und das Mögliche für die Kunden und Gemeinschaften, die wir weltweit bedienen, zu verändern.
Mit einem engagierten, vielfältigen und professionellen Team von mehr als 111.000 Mitarbeitern aus 159 Nationalitäten, die 77 Länder auf sechs Kontinenten umfassen, treibt DP World den Handel weiter und schneller voran in Richtung einer nahtlosen Lieferkette, die fit für die Zukunft ist.
Wir transformieren und integrieren unsere Geschäfte – Häfen und Terminals, Marinedienste, Logistik und Technologie – und vereinen unsere globale Infrastruktur mit lokaler Expertise, um stärkere, effizientere End-to-End-Lieferkettenlösungen zu schaffen, die die Art und Weise, wie die Welt handelt, verändern können.
Darüber hinaus gestalten wir die Zukunft durch Investitionen in Innovation. Von intelligenten Liefersystemen bis hin zu automatisierten Lagerstapelsystemen sind wir an der Spitze der disruptiven Technologie und treiben den Sektor zu besseren Handelswegen voran, indem wir Störungen vom Fabrikboden bis zur Tür des Kunden minimieren.
DP World hat die Mission, Grenzen zu überschreiten und die Kluft zwischen allen Nationen und Kulturen zu überbrücken – nicht nur in dem, was wir tun, sondern auch in unserem Verhalten.
Wir sind bestrebt, eine Kultur zu schaffen, in der sich jeder respektiert, unterstützt und befähigt fühlt, sein volles Potenzial zu erreichen. Wir glauben, dass die Förderung von Inklusion und Vielfalt Innovation und Wachstum vorantreibt und uns hilft, Menschen, Unternehmen und Gesellschaften zu verbinden. Freie Gedanken und unterschiedliche Perspektiven verändern unsere Welt, und gemeinsam können wir das Mögliche verändern.
Die DP World-Familie umfasst syncreon, Imperial und P&O.
