Global Customer Manager Life Sciences and HealthcareAt 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.
Job PurposeWe are looking for a Global Customer Manager (GCM) who will take care of one of our major customers in the LS&HC EMEA region.
As a GCM you will be responsible to build customer value through strong relationships, aligned strategies & approach resulting in a sustained profitable growth for DHL.
Principal AccountabilitiesStrategic customer engagement & planningLead strategic customer dialogues with global decision makers to identify customer's business objectives, supply chain requirements & challengesCreate future opportunities by translating customer needs & business trends into potential solutionsLink senior DHL executives with account counterparts at board or senior management levelRelationship & opportunity developmentPosition yourself as a strategic resource in a way that senior customer management seeks advice on high impact topicsProactively identify opportunities and develop recommendations on a global & regional level based on financial attractiveness, risk and fit of customer requirements with DHL capabilitiesManage the renewal agenda in a proactive manner at a global and regional levelPreparing, winning & implementing the dealCreate and present high complexity solutions to customer demonstrating clear business & solution fitEnsure common understanding of service expectations & solutions both with the customer, DHL countries / regions & within CSIChallenge solution delivery team to ensure customer inputs & requirements are translated into DHL offerService management & account maintenanceAct as key contact for customer and channel the communication to account teams and DHL internal functionsSupport effective Customer Satisfaction Survey (CSS) process & drive follow up activities to increase customer satisfaction year-
on-yearStrategic Thinking & TargetingTranslate customer strategy into meaningful business opportunities of value for DHL divisions extended to board level independently, and ensure buy-
in for the sameProactively identify best fit opportunities for DHL across regions / products / solutionSelling & InfluencingDevelop & articulate business and solution fit that reflects customer’s requirements, sector & product knowledgeDevelop proposals that adhere to internal guidelines & commercial standardsPrepare for commercial discussion by identifying customer’s buying criteria & developing strong pricing & negotiation strategies that incorporates knowledge of competitor’s positionDeveloping Commercially Viable & Innovative SolutionsProactively offer x-
divisional solutions that leverage all relevant products & capabilities of DHL divisionsEngage customers through consulting studies & customer workshops to identify opportunities to offer innovative solutions, by leveraging a broad network of resources internal and externalUnderstand key DHL & customer’s business drivers (e.
g revenue, cost) & anticipate impact of business decisions & solutions based on the macro-economic environmentWorking Across the BusinessCoordinate divisional account team (e.
g. monthly team calls) and ensure that necessary resources are available on a global scaleInvolve relevant CSI & divisional key stakeholders & secures buy-
in & support for CDP, solution offering and implementationYour ProfileUniversity degree in Business, Logistics or related10-
12 years’ experience in Logistics Industry, Service Industry, within the sector or with the Customer5 years’ experience with one or more DPDHL divisions in regional / global environment7-
10 years’ of commercial management experience5 years’ Consultative Selling experience working at board level in an international environment5 years’ experience in solution design, operational, performance and project managementExcellent analytical & problem solving skillsEffective presentation & facilitation skillsExcellent business English (written and oral)Structured work approachInternational exposure and cultural sensitivityAbility to engage and lead discussions at board level with senior managementAbility to work independently and within a team to deliver resultsAbility to lead and influence without formal authorityAbility to adapt and perform under changing and uncertain conditionsAbility to manage virtual, global teamsWilling to undertake (extensive) international travelExcellent English language skillsPreferred locations : DE, NL, BE, UKFacts and FiguresDivision VV -
CSI - DHL Customer Solutions & Innovation (CSI) Employment Type Permanent Full-TimeBusiness Unit DHL Customer Solutions & Innovation EMEA Working Hours 40Location Western Europe Shift Requirement NoneJob Type Sales & Business Development Relocation OfferedCareer Level Professionals Travel Required More than 75%Responsible for Travel Extent GloballyReports to VP LSHC EMEA Work Permit Required NoTarget Hire Date 9 / 14 / 2019