Regional Customer Director Emea Management

vor 5 Monaten

Wien, Österreich DHL Vollzeit

**Regional Customer Director EMEA Management (M/F/x) weekly working time of 40 hours. Mondays to Fridays.**

TODAY, YOU’RE STIMULATING THE WAY A CUSTOMER SUCCEEDS.

TOMORROW, YOU’RE SHAPING THE WAY THE WORLD WORKS.

At DHL, people mean the world to us. That’s why our goal has always been to attract and retain the best talent the world over. We provide challenge and opportunity for personal and professional development. We recognize the difference you bring to our business, and together we share the pride of building THE logistics company for the world.

Customer Solutions & Innovation (CSI) is DHL's cross-divisional commercial and innovation unit. We are responsible for managing about 100 of DHL's largest and most strategically important customers providing them with sector expertise, best in class account management and most innovative products & solutions.

**Tasks**:
**Drive development of CSI a eRetail & Fashion leading global Chinese Marketplace customer by understanding the customer and their growth strategy into, building relationships, identifying opportunities, and pursuing business development together with Business Units within the EMEA Region.**

**Identify and support development of solutions and/or replicate existing solutions for the customers. The Regional Customer Director (RCD) supports the Global Customer Director in the respective region. Assigned customer is very dynamic and growing rapidly around the globe with a strong focus on EMEA.**

**Principal Accountabilities**:
**Strategic customer engagement & planning**
- **Provide input to Customer Development Plan (CDP)**:

- **Execute CDP together with account team & divisions**:

- **Link senior DHL executives with account counterparts at regional level**:

- **Identify key customer contacts and develop customer relationships (e.g. where required acting as customer's central point of contact and voice of customer for BUs, attending key sales meetings, etc.)**:

- **Understand the customer (desktop research) the customer strategy and potential DHL opportunities**:

- **Contribute to developing the strategy/approach for relevant global leading chinese marketplaces**:

- **Develop DHL's approach for the account and business development plan jointly with BUs**:

- **Interact with customer to promote DHL capabilities (e.g. innovation centre visits, providing subsector expertise, etc.)**

**Relationship & opportunity development**
- **Identify & develop effective relationships with key contacts within targeted customer organizations in respective region, as well as with business unit regional Senior Management to ensure maximum leverage for DHL interests**:

- **Build & leverage network of coaches in the customer organizations to drive DHL agenda**:

- **Support account team members in the pursuit & closure of opportunities**:

- **Support or conduct opportunity assessment with relevant DHL counterparts for identified opportunities**:

- **Develop recommendation on pursuit or cancellation of opportunities based on financial attractiveness, risk and fit of customer requirements with DHL capabilities**:

- **Maintain pipeline of opportunities within the region to achieve targeted new business wins**:

- **Network with senior decision makers and influencers within the region**:

- **Conduct and Support regular relationship review meetings (e.g. QRRs) with the customer**:

- **Manage the renewal agenda at a regional level in a proactive manner, ensure current business is profitably maintained**

**Preparing, winning & implementing the deal**
- **Present solutions to customer demonstrating clear business & solution fit (for regional opportunities)**:

- **Manage cross BU pipeline opportunity in ACE**:

- **Work with the business units and service management to ensure implementations of deal**:

- **Actively engage in negotiations and close the deal (for regional opportunities)**:

- **Ensure handover to solution delivery team & support where needed**:

- **Articulate customer requirements to solution delivery team**:

- **Challenge solution delivery team to ensure customer inputs & requirements are translated into DHL offer**

**Strategic Thinking & Targeting**
- **Contribute to building China Market Growth community (e.g. participating in conferences, community calls, etc.)**:

- **Participate in community events and educate community on new solutions, capabilities, customer intelligence and best practices.**:

- **Provide customer thought leadership and insights by driving and leading eRetail & Fashion marketplace sub-sector strategies through engaging in market trends and analysis and business development strategy work.**:

- **Identify key marketplace trends in the region**:

- **Understands and analyzes the big picture of customer’s business objectives & provides input into the customer strategy**:

- **Translates customer strategy into meaningful business opportunities of value for DHL divisions with mínimal guidance, & ensures buy-in

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