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- Tasks: Lead revenue growth and develop sales strategies for freight management across Europe.
- Company: DP World enhances global trade with innovative logistics solutions and a diverse team.
- Benefits: Enjoy a dynamic work environment, opportunities for travel, and a culture of excellence.
- Why this job: Join a forward-thinking company that values innovation and teamwork in the logistics industry.
- Qualifications: 15+ years in sales, strong leadership skills, and a background in logistics or supply chain.
- Other info: Be part of a global team dedicated to transforming trade and creating impactful solutions.
The predicted salary is between 72000 - 108000 £ per year.
Join to apply for the Senior Director Commercial – Freight Management Commercial (Road, Rail) Europe (m/w/d) role at DP World
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Join to apply for the Senior Director Commercial – Freight Management Commercial (Road, Rail) Europe (m/w/d) role at DP World
- Drive Revenue Growth: Lead the growth of revenue across all freight forwarding products, targeting global, regional, and transaction accounts. Recommend enhancements to improve win rates and maximize strategic sales potential.
- New Business Opportunities: Identify and pursue new business opportunities to expand the company’s customer base and drive revenue and profitability targets for the freight forwarding division.
- Pricing and Sales Strategies: Oversee the development of pricing strategies, sales forecasts, and budget management.
- Regional Sales Strategy: Develop and implement a comprehensive regional sales strategy that aligns with the company’s overall business objectives and establishes long-term sales goals with strategic plans to achieve them.
- Market Penetration: Develop strategies to penetrate (regional) key accounts, attract and retain customers, improve loyalty, and expand existing business.
- Commercial Governance: Develop fit for purpose governance and process in line with the global requirements and objectives
- Market Intelligence: Understand key competitors and provide market intelligence to ensure ongoing competitive pricing in key trade lanes.
- Mentorship, Training and Evaluation: Mentor, train evaluate, and monitor all sales-related staff in freight forwarding to foster a high-performing regional sales team.
- Culture of Excellence: Foster a culture of excellence, accountability, and continuous improvement within the sales organization. Implement best practices for sales management, including performance metrics and reporting systems.
- High Performance Team: Establishing of high performance Freight sales units in Europe, while ensuring that each individual reaches their sales targets and remains highly motivated.
- Trade Lane: Lead the team of trade lane managers to develop unique solutions for DP World’s regional customers in the targeted regions.
- Customer Relationships: Build and maintain strong relationships with key customers, partners, and industry stakeholders to ensure exceptional customer service and satisfaction through proactive engagement and solutions-oriented approaches – in alignment with the Vertical and the Cluster Commercial Leads.
- High-Level Negotiations: Support high-level negotiations and contract discussions with key accounts.
- Internal Collaboration: Collaborate with Air and Ocean Product Heads and Cluster Commercial Leaders to drive collaborative efforts internally, support and share best practices in client reviews, strategic business plans, value-add programs, process improvements, and RFQ/RFI management.
- Cross-Functional Alignment: Collaborate with cross-functional teams, including marketing, operations, finance, IT and product development, to ensure alignment and support for sales initiatives.
- Executive Communication: Communicate sales performance, opportunities, and challenges to the executive leadership team, ensuring transparency and alignment between global and regional sales teams.
- Market Analysis: Conduct market analysis to stay informed about industry trends, competitive landscape, and customer needs. Use data and insights to make informed decisions and adapt sales strategies as needed.
- Industry Representation: Represent the company at industry events, conferences, and trade shows to enhance brand visibility and market presence.
- RFQ Management: Drive the RFQ response for the assigned Strategic Customer(s) in freight forwarding, either as the lead or by ensuring region support is assigned to drive offered business opportunities.
- Digital Campaigns: Collaborate with the marketing department to build successful digital campaigns that align with the strategic growth direction of the company
Job Description
- Drive Revenue Growth: Lead the growth of revenue across all freight forwarding products, targeting global, regional, and transaction accounts. Recommend enhancements to improve win rates and maximize strategic sales potential.
- New Business Opportunities: Identify and pursue new business opportunities to expand the company’s customer base and drive revenue and profitability targets for the freight forwarding division.
- Pricing and Sales Strategies: Oversee the development of pricing strategies, sales forecasts, and budget management.
- Regional Sales Strategy: Develop and implement a comprehensive regional sales strategy that aligns with the company’s overall business objectives and establishes long-term sales goals with strategic plans to achieve them.
- Market Penetration: Develop strategies to penetrate (regional) key accounts, attract and retain customers, improve loyalty, and expand existing business.
- Commercial Governance: Develop fit for purpose governance and process in line with the global requirements and objectives
- Market Intelligence: Understand key competitors and provide market intelligence to ensure ongoing competitive pricing in key trade lanes.
- Mentorship, Training and Evaluation: Mentor, train evaluate, and monitor all sales-related staff in freight forwarding to foster a high-performing regional sales team.
- Culture of Excellence: Foster a culture of excellence, accountability, and continuous improvement within the sales organization. Implement best practices for sales management, including performance metrics and reporting systems.
- High Performance Team: Establishing of high performance Freight sales units in Europe, while ensuring that each individual reaches their sales targets and remains highly motivated.
- Trade Lane: Lead the team of trade lane managers to develop unique solutions for DP World’s regional customers in the targeted regions.
- Customer Relationships: Build and maintain strong relationships with key customers, partners, and industry stakeholders to ensure exceptional customer service and satisfaction through proactive engagement and solutions-oriented approaches – in alignment with the Vertical and the Cluster Commercial Leads.
- High-Level Negotiations: Support high-level negotiations and contract discussions with key accounts.
- Internal Collaboration: Collaborate with Air and Ocean Product Heads and Cluster Commercial Leaders to drive collaborative efforts internally, support and share best practices in client reviews, strategic business plans, value-add programs, process improvements, and RFQ/RFI management.
- Cross-Functional Alignment: Collaborate with cross-functional teams, including marketing, operations, finance, IT and product development, to ensure alignment and support for sales initiatives.
- Executive Communication: Communicate sales performance, opportunities, and challenges to the executive leadership team, ensuring transparency and alignment between global and regional sales teams.
- Market Analysis: Conduct market analysis to stay informed about industry trends, competitive landscape, and customer needs. Use data and insights to make informed decisions and adapt sales strategies as needed.
- Industry Representation: Represent the company at industry events, conferences, and trade shows to enhance brand visibility and market presence.
- RFQ Management: Drive the RFQ response for the assigned Strategic Customer(s) in freight forwarding, either as the lead or by ensuring region support is assigned to drive offered business opportunities.
- Digital Campaigns: Collaborate with the marketing department to build successful digital campaigns that align with the strategic growth direction of the company
Qualifications, Experience
- Bachelor\’s degree in Business Administration, Logistics, Supply Chain Management, or a related field. MBA or equivalent advanced degree preferred.
- Minimum of 15 years of progressive sales experience in the freight management or logistics industry, with at least 5 years in a senior leadership role.
- Proven track record of driving significant revenue growth and achieving sales targets.
- Strong leadership and team management skills with a focus on developing high-performing teams.
- Excellent strategic thinking and analytical skills.
- Exceptional communication, negotiation, and interpersonal skills.
- In-depth knowledge of the freight management industry, market dynamics, and competitive landscape.
- Ability to travel internationally as required.
- Results-oriented with a strong drive for achievement.
- Adaptable and resilient in a fast-paced, dynamic environment.
- Collaborative and able to build strong relationships across the organization.
- Ethical and committed to upholding the highest standards of integrity and professionalism.
Ãœber DP World
Der Handel ist das Lebenselixier der globalen Wirtschaft, schafft Chancen und verbessert die Lebensqualität der Menschen weltweit. DP World existiert, um den globalen Handel zu verbessern und das Mögliche für die Kunden und Gemeinschaften, die wir weltweit bedienen, zu verändern.
Mit einem engagierten, vielfältigen und professionellen Team von mehr als 111.000 Mitarbeitern aus 159 Nationalitäten, die 77 Länder auf sechs Kontinenten umfassen, treibt DP World den Handel weiter und schneller voran in Richtung einer nahtlosen Lieferkette, die fit für die Zukunft ist.
Wir transformieren und integrieren unsere Geschäfte – Häfen und Terminals, Marinedienste, Logistik und Technologie – und vereinen unsere globale Infrastruktur mit lokaler Expertise, um stärkere, effizientere End-to-End-Lieferkettenlösungen zu schaffen, die die Art und Weise, wie die Welt handelt, verändern können.
Darüber hinaus gestalten wir die Zukunft durch Investitionen in Innovation. Von intelligenten Liefersystemen bis hin zu automatisierten Lagerstapelsystemen sind wir an der Spitze der disruptiven Technologie und treiben den Sektor zu besseren Handelswegen voran, indem wir Störungen vom Fabrikboden bis zur Tür des Kunden minimieren.
DP World hat die Mission, Grenzen zu überschreiten und die Kluft zwischen allen Nationen und Kulturen zu überbrücken – nicht nur in dem, was wir tun, sondern auch in unserem Verhalten.
Wir sind bestrebt, eine Kultur zu schaffen, in der sich jeder respektiert, unterstützt und befähigt fühlt, sein volles Potenzial zu erreichen. Wir glauben, dass die Förderung von Inklusion und Vielfalt Innovation und Wachstum vorantreibt und uns hilft, Menschen, Unternehmen und Gesellschaften zu verbinden. Freie Gedanken und unterschiedliche Perspektiven verändern unsere Welt, und gemeinsam können wir das Mögliche verändern.
Die DP World-Familie umfasst syncreon, Imperial und P&O.
Seniority level
-
Seniority level
Director
Employment type
-
Employment type
Full-time
Job function
-
Job function
Business Development and Sales
-
Industries
Transportation, Logistics, Supply Chain and Storage
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Senior Director Commercial - Freight Management Commercial (Road, Rail) Europe (m/w/d) employer: DP World
Contact Detail:
DP World Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Senior Director Commercial - Freight Management Commercial (Road, Rail) Europe (m/w/d)
✨Tip Number 1
Network with industry professionals and attend relevant events or conferences. This will not only help you gain insights into the freight management sector but also allow you to make valuable connections that could lead to job opportunities.
✨Tip Number 2
Stay updated on market trends and competitor activities in the freight management industry. Understanding the competitive landscape will enable you to speak knowledgeably during interviews and demonstrate your strategic thinking skills.
✨Tip Number 3
Prepare to discuss your leadership style and how you've successfully built high-performing teams in the past. Highlight specific examples of mentoring and developing talent, as this is crucial for the Senior Director role.
✨Tip Number 4
Familiarise yourself with DP World's values and mission. Being able to articulate how your personal values align with the company's culture can set you apart from other candidates and show your commitment to their goals.
We think you need these skills to ace Senior Director Commercial - Freight Management Commercial (Road, Rail) Europe (m/w/d)
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in freight management and sales leadership. Use specific examples that demonstrate your ability to drive revenue growth and develop successful sales strategies.
Craft a Compelling Cover Letter: Write a cover letter that clearly outlines your motivation for applying to DP World. Emphasise your understanding of the freight management industry and how your skills align with the responsibilities of the Senior Director role.
Highlight Leadership Experience: In your application, focus on your leadership experience, particularly in mentoring and developing high-performing teams. Provide examples of how you've fostered a culture of excellence and accountability in previous roles.
Showcase Market Knowledge: Demonstrate your knowledge of market dynamics and competitive landscapes in your application. Discuss how you have used market intelligence to inform pricing strategies and sales forecasts in past positions.
How to prepare for a job interview at DP World
✨Showcase Your Leadership Experience
As a Senior Director, your leadership skills are crucial. Be prepared to discuss specific examples of how you've successfully led teams, driven revenue growth, and implemented strategic initiatives in previous roles.
✨Demonstrate Market Knowledge
Familiarise yourself with the latest trends in freight management and logistics. Be ready to discuss competitors, market dynamics, and how you can leverage this knowledge to benefit the company.
✨Prepare for High-Level Negotiations
Given the role's focus on high-level negotiations, practice articulating your negotiation strategies and outcomes. Share examples where you've successfully navigated complex discussions with key accounts.
✨Emphasise Cross-Functional Collaboration
Highlight your experience working with various departments such as marketing, finance, and operations. Discuss how you’ve fostered collaboration to achieve sales goals and improve overall business performance.
