Senior Director Commercial - Freight Management Commercial (Road, Rail) Europe (m/w/d)

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.
• Experience in Road and Rail
• 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.
  
  

About DP World

Trade is the lifeblood of the global economy—it creates opportunities and enhances the quality of life for people around the world. At DP World, our purpose is to make global trade flow better, transforming what’s possible for the customers and communities we serve across the globe.

With a dedicated, diverse, and professional team of over 111,000 employees representing 159 nationalities across 77 countries on six continents, DP World is accelerating trade towards a seamless, future-ready supply chain.

We are transforming and integrating our operations—spanning ports and terminals, marine services, logistics, and technology—by combining our global infrastructure with local expertise. This enables us to deliver stronger, more efficient end-to-end supply chain solutions that have the power to reshape how the world trades.

We are also shaping the future through investment in innovation. From intelligent delivery systems to automated stacking technologies, we are at the forefront of disruptive technologies, driving the industry toward smarter trade routes and minimizing friction from factory floor to customer doorstep.

Our mission goes beyond logistics—we aim to bridge divides between nations and cultures, not only through what we do but also in how we do it.

We are committed to fostering a culture where everyone feels respected, supported, and empowered to reach their full potential. We believe that promoting inclusion and diversity fuels innovation and growth, helping us connect people, businesses, and societies. Open minds and diverse perspectives are what change the world—and together, we can redefine what’s possible.