Global Customer Director – Energy in Bonn bei DHL

Global Customer Director - Energy (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:

We are looking for a Global Customer Director (GCD) who will take care of one of our major Energy (traditional Oil & Gas and Renewables) customers in the EMEA region. As a GCD, you will be responsible to build customer value through strong relationships, building on our global partnership with the customer using aligned strategies & approach resulting in a sustained profitable growth for DHL.

Principal Accountabilities:

Strategic customer engagement & planning

• Lead strategic customer dialogues with global decision makers to identify customer's business objectives, supply chain requirements & challenges
• Create future opportunities by translating customer needs & business trends into potential solutions
• Link senior DHL executives with account counterparts at board or senior management level

Relationship & opportunity development

• Position yourself as a strategic resource in a way that senior customer management seeks advice on high impact topics
• Proactively identify opportunities and develop recommendations on a global & regional level based on financial attractiveness, risk and fit of customer requirements with DHL capabilities
• Manage the renewal agenda in a proactive manner at a global and regional level

Preparing, winning & implementing the deal

• Create and present high complexity solutions to customer demonstrating clear business & solution fit
• Ensure common understanding of service expectations & solutions both with the customer, DHL countries/regions & within CSI
• Challenge solution delivery team to ensure customer inputs & requirements are translated into DHL offer

Service management & account maintenance

• Act as key contact for customer and channel the communication to account teams and DHL internal functions
• Support effective Customer Satisfaction Survey (CSS) process & drive follow up activities to increase customer satisfaction year-on-year

Strategic Thinking & Targeting

• Translate customer strategy into meaningful business opportunities of value for DHL divisions extended to board level independently, and ensure buy-in for the same
• Proactively identify best fit opportunities for DHL across regions/products/solution

Selling & Influencing

• Develop & articulate business and solution fit that reflects customer’s requirements, sector & product knowledge
• Develop proposals that adhere to internal guidelines & commercial standards
• Prepare for commercial discussion by identifying customer’s buying criteria & developing strong pricing & negotiation strategies that incorporates knowledge of competitor’s position

Developing Commercially Viable & Innovative Solutions

• Proactively offer x-divisional solutions that leverage all relevant products & capabilities of DHL divisions
• Engage customers through consulting studies & customer workshops to identify opportunities to offer innovative solutions, by leveraging a broad network of resources internal and external
• Understand key DHL & customer’s business drivers (e.g revenue, cost) & anticipate impact of business decisions & solutions based on the macro-economic environment

Working Across the Business

• Coordinate divisional account team (e.g. monthly team calls) and ensure that necessary resources are available on a global scale
• Involve relevant CSI & divisional key stakeholders & secures buy-in & support for CDP, solution offering and implementation

Knowledge, Skills and Experience:

• University degree in Business, Logistics or related
• 10-12 years’ experience in Logistics Industry, Service Industry, within the sector or with the Customer