2025-06-25
DHL (https://group.dhl.com/en.html)
Other
/yr
full-time
employee
Hong Kong
Job Purpose
To be the partner of the Customer Directors driving business growth through the consistent management of sales activities
Key Accountabilities
• Drive pipeline quality, accuracy, actions updates and activities. Ensure that customer pipeline is accurately reflected in ACE (Sales Management Platform).
• Develop Customer Development Plan together with GCM and track the progress and business priorities, including managing sales pipelines.
• Customer Dashboard end to end visibility management: Financial/Customer Performance, Customer pipeline management.
• Driving white spot analysis in order to identify unlocked potential and related pipeline registration.
• Support the opportunity assessment process led by Customer Managers, providing customer insights and sharing knowledge where applicable.
• Partner with customer manager to identify areas of growth within the customer’s logistics spend.
• Support process management of single BU tenders (where needed).
• Drive contractual closure on new frame agreement (e.g., align T&C’s sustainability, liability limits).
• Perform quality assurance of single BU tenders, including needed actions to support their completion.
• QRR/QBR - prepare and project manage inputs/outputs into a QRR/QBR based on the agenda of the customer and customer manager.
· Attend Customer Meeting whenever it is needed.
• Prepare and project manage inputs into selected sales meetings. Identify areas of opportunity for workshops, education, knowledge sharing, and business development.
• Prepare DHL group/customer slides for top executive meetings (GCB, TEC, board).
• Prepare and support internal XBU Customer Team Calls providing a global and regional CSI view to the account (update on latest customer developments via Customer Dashboard).
• Work closely with BU teams to ensure implemented solutions meet customers’ requirements.
• Jointly with the BU, identify opportunities for improvement from customer interactions
• Project manage the Customer Satisfaction Survey, from participation to reviewing results and actions from business units and functions.
• Serve as a knowledge repository for business units on customer projects, business intelligence, and latest information.
• Drive initiation and execution of customer supporting projects (e.g., segmentation, innovation, IT).
Position Requirements
§ Bachelor's degree/Tertiary Education in Logistics, and generally 5-10 years’ experience in related field or equivalent professional experience
§ Project management, stakeholder management and virtual team management skills, Excellent MS Excel skills.
§ Experience in one or more business units in DHL Group (5 year minimum) or equivalent external industry experience
§ Knowledge of DHL operations, products, and capabilities
§ Strong negotiation, presentation, project management, stakeholder management and virtual team management skills
§ Experience in working with CRM software (e.g., Salesforce)
§ A passion for data analytics, including knowledge of key industry trends.
§ Ability to innovate and identify new insight opportunities from transactional data sources and research, demonstrable experience with Power BI or equivalent data visualization software.
§ Business Acumen and understanding of key financial principles.
§ Proven understanding and experience of commercial principles and processes
§ Excellent communication & interpersonal skill.
§ Good problem-solving skills, analytical and critical thinking
§ Excellent business English/Mandarin, written and oral
§ Willing to work cross time-zones
