Regional Customer Director

Job Purpose · Manage and develop the overall customers engagement of assigned portfolio. · Develop and perform business development strategies/activities in accordance with company business objective and local business environment to deliver profitable growth. · Support global/regional sector initiatives and drive the engagement of both internal and external stakeholders with clear account development plan. Accountabilities I) Customers External Customers · Maintaineffective relationship with assigned portfolio by remaining informed aboutcustomers’ business priorities and needs within the region · Drive and manage profitable growth with the assigned customer portfolio · Grow and hunt business with new target customers · Deliver services and solutions to customer that meet budget, quality and agreed service level · Drives/support development of new/innovation service or value creation as part of continuous development to meet customer’s needs · Respond and solve customer enquiries/complaints in a timely and responsive manner · Responsible for establishing customer profiles and customer needs. · Effectively conduct Annual/Quarterly/Monthly Business Review with customers Internal Customers

• Develop Customer Account Plan and/or Win Plan that can be adapted to meet customer needs and business fit

· Work with Product, Key account managers, Bid Management team in the region to communicate and align customer account/win plan for RFIs / RFQs · Close engagement with internal stakeholder by sharing customer’s buying behaviours and competitor’s intelligence II) Stakeholders External Stakeholders

• Identify and develop relationship with Customer contacts, including but not limited to decision makers, coaches, gatekeepers, inferencers et al.
• Work with other DHL divisions for end-to-end supply chain solution design or cross BUs collaboration

Internal Stakeholders

• Work with countries and internal departments such as Products, CDZ, IP, OMS, Finance, First Choice, BPO, IT and IMPAT to satisfy customers’ needs and make sure service is provided smoothly.
• Coach and work closely with virtual team - Key Account Managers (KAMs), Operational KAMs (OKAMs)/Program Managers (PMs)

· Regular performance dialogue and alignment with Country KAMs or OKAMs/PMs III) Process Customer Business Development

• Conduct customer meeting/sales visits (potential & existing) and present company capabilities, value proposition and business fit.

· Identify and develop customer sales leads. · Lead market profiling and customer/competitor research and analysis activities to understand and identify opportunities and challenges. · Develop and/or communicate effective pricing strategies to drive profitable growth and volume · Develop supply chain management solutions meeting customer needs. · Develop customer development plan/win plan and drive the communication and alignment with relevant stakeholder in region and countries such as Product and Key Account Managers on strategy for RFQ’s/tenders/bids. · Proactive Selling with Buyer’s Perspective Customer Business Performance · Effectively drive monthly, quarterly and annual business review with customers · Overall responsible for achieving Customer business targets and KPIs. Drive KPI performance review with customer, together with Products · Identify and facilitate continuous improvement or value creation opportunities with customers Experience & Qualification Requirements

• Bachelor’s degree or equivalent

· Minimum 10 years of experience in the freight forwarding and logistics industry · Minimum 5years of experience managing major key accounts at a regional and/or global level · Relevant experience in the Technology sector, particularly in semiconductor and data center logistics, will be an advantage