Regional Head APAC - Commercial Development eCommerce & Returns (M/F/X)

BE AN ESSENTIAL PART OF EVERYDAY LIFE

Position: RegionalHeadAPAC- CommercialDevelopment eCommerce & Returns (M/F/X)

Grade: RCS G

Contract Type: Full time - Permanent

Travel Remit: Global

Travel Required: Less than 50%

Location: APAC - India, Singapore, Austa & Australia (Preferred)

At DHL our business is logistics, but people are our passion. With over 500,000 team members in 220 countries, we attract and retain great talent. We are one of the most innovative, most culturally diverse companies on the planet. We provide unmatched opportunities for personal and professional development. We really are a "Best Place to Work".

eCom & Returns is a key enabler for Growth and with that also key enabler for achieving our ambitious 2X30 goals. With our Commercial Development team we want to generate new opportunities from new logos as well as global account replications. We want to increase our winnability for these opportunities in a systematic way. In any customer pursuit, we must be aligned with other participants (esp. local and regional BD and marketing teams). This requires manoeuvring in a complex stakeholder and priority landscape (often with limited time).

This role isresponsible forleading thecommercial functionofthetwoAGSat theregionallevel.Toachieve ambitious 2030revenuetargets of 5.5bn EUR revenue globally&670mnEUR for APAC(15 CAGR%),a close collaborationbetween global AGS teams and regionaland country teams is essential.Therefore,the purpose of this role is to actas the bridge betweentheglobalAGS(commercial team)andAPACprovidingcriticalsupportforcommercial growth& commercial excellence in the region.

Morespecifically, the regional lead willaid withpipeline development through account replication & scouting for new logos. The role willclosely workwithand coach theAPAC BD leadershipfor ecommerce & returns & closely collaborate on top 10-15 accounts -jointlydriving account replication in the region. In addition to regionalresponsibilities, the rolewillalsodrivekeycommercialinitiativescentrally.

If this sounds like a team, you'd like to join ... keep reading.

Your key accountabilities include:

Ecom/ReturnsBusiness Growth

• Drive market growth and retention ratefor ecom/returnsAGSatregionallevel
• Translate global commercial strategy into a clear regional growth plan
• Analyze regional trends and developmentsimpactingbusiness andidentifychange need for theecom & returnscommercial approach globally
• Lead, direct and control strategic business development activities and initiativesfor select global accountswith significant impact on overall results and high business risk potential
• Supportregionalteams withdevelopingmajor leads, preparingproposals,negotiatingand convertingcriticaldeals
• Trackkeyperformance metrics withregional &functional partners(e.g.growth, conversion, retention, CXM)

Account Replication

• Identify & prioritize key accounts/customer segments/ICP (ideal customer profiles)
• Align with regional leadership on prioritized accounts,objectivesand resourcing
• Support development of repeatable, scalable model & tools for global account replication
• Support adoption of account replication approach & tools in region
• For top accounts:
• Liaise with regional teams, definestrategic growth plans, andalign ongrowth objectives
• Engage in top accounts/select large deals with global and regional teams -ultimately strengtheningDSC chance of winning and converting in regionand globally
• Leverage cross-regional and cross-functional teams to win significant deals
• Gather input needed forcustomer playbooks / ensure regional input

Scoutingfor new logos

• Regional scouting,i.e.continuous market screening &addinghigh-potential prospects
• Leverage regional/global sources from the ecosystem for new business,e.g.Venture Capital, Ecosystem Partners, Conferences/Events, Databases
• Initiate regional contacts,leveragingglobal & regional customer engagement models & toolbox
• "Warm" introduction and handover to regional partners
• Support designand operation ofscalablenew customeridentification process and toolset

Winnability & Commercial Enablement

• Lead or join multi-regional/functional deal pursuit teams for key opportunities ("pack of wolves")
• Equip regional sales teams with clear messaging, playbooks, cases, training, and tools
• Provide guidance on creative deal making,optimalincentives, and commercial coaching
• Driveregional adoption ofprocesses and tools to continuously improve winnability and large deal conversion
• Disperse commercial best practices (and alleviate common deal brakers, roadblocks)

Standards, Tools & Automation

• Driveadoption of enhance/digitalB2B sales process & toolsin region
• Manage and providecontentinputintocentralized platform assingle sourceof truth for commercial data (e.g.sales collateral, customer playbooks, commercial models, account ownership & status)

Communities

• Identify & liaise with regional community members, encourageparticipation
• Identifyfocus topics & generate content together with regional and global community members
• Gather relevant input for community platform,e.g.best-practices, customerlighthouse cases

What are we looking for from you?

Education Level

• Degree level education (Masterslevel preferred)
• English (Full professionalproficiency)
• Add. language (preferred)

Experience Level

• Strong experience in supply chain andlogistics
• Commercial/solution development and customer-facing experience strongly preferred

What you'll need to do next?

If you have a proven track record of achievement to match the requirements for this role and you are looking for your next career move, simply apply online ensuring that a full up to date CV is attached with your application.

We will ensure that all our resourcing activities are fair, transparent, and consistent across the Globe. We want to ensure that the candidate experience is of the highest professional standard.

The Company is committed to providing equality of opportunity for all employees. Furthermore, we aim to ensure our workplaces are free from discrimination and that not only employees but also our potential future employees are treated fairly and with dignity and respect. We will ensure that equality of opportunity maintains a high profile in our organisation.