Regional Customer Director, Technology

Job Purpose • Manage and develop the overall customer engagement of the assigned portfolio. • Develop and perform business development strategies and activities in accordance with company business objectives and the local business environment to deliver profitable growth. • Support global and regional sector initiatives and drive engagement with both internal and external stakeholders through a clear account development plan. AccountabilitiesI. CustomersExternal Customers • Maintain effective relationships with the assigned portfolio by remaining informed about customers’ business priorities and needs within the region. • Drive and manage profitable growth within the assigned customer portfolio. • Grow and acquire business from new target customers. • Deliver services and solutions that meet budget, quality, and agreed service level requirements. • Drive and support the development of new and innovative services or value-creation initiatives to meet evolving customer needs. • Respond to and resolve customer inquiries and complaints in a timely and responsive manner. • Establish customer profiles and identify customer needs. • Effectively conduct Annual, Quarterly, and Monthly Business Reviews with customers. Internal Customers • Develop Customer Account Plans and/or Win Plans that can be adapted to meet customer needs and business objectives. • Collaborate with Product teams, Key Account Managers, and Bid Management teams within the region to align customer account and win plans for RFIs and RFQs. • Share customer buying behavior insights and competitor intelligence with internal stakeholders. II. StakeholdersExternal Stakeholders • Identify and develop relationships with customer contacts, including decision-makers, coaches, gatekeepers, influencers, and other key stakeholders. • Collaborate with other DHL divisions to develop end-to-end supply chain solutions and drive cross-business unit partnerships. Internal Stakeholders • Work closely with countries and internal departments including Products, CDZ, IP, OMS, Finance, First Choice, BPO, IT, and IMPAT to ensure customer satisfaction and seamless service delivery. • Coach and collaborate with virtual teams, including Key Account Managers (KAMs), Operational Key Account Managers (OKAMs), and Program Managers (PMs). • Conduct regular performance discussions and alignment meetings with Country KAMs and OKAMs/PMs. III. ProcessCustomer Business Development • Conduct customer meetings and sales visits with both existing and prospective customers and present company capabilities, value propositions, and business fit. • Identify and develop customer sales opportunities and leads. • Lead market profiling, customer research, competitor analysis, and market intelligence activities to identify opportunities and challenges. • Develop and communicate effective pricing strategies to drive profitable growth and volume. • Design supply chain management solutions that meet customer requirements. • Develop customer development plans and win plans, ensuring alignment with regional and country stakeholders, including Product and Key Account Managers, for RFQs, tenders, and bids. • Drive proactive selling using a buyer-focused approach. Customer Business Performance • Lead monthly, quarterly, and annual business reviews with customers. • Own customer business targets and KPIs, driving performance reviews jointly with Product teams. • Identify and facilitate continuous improvement and value-creation opportunities for customers. Experience & Qualification Requirements • Bachelor’s degree or equivalent qualification. • Minimum 10 years of experience in the freight forwarding and logistics industry. • Minimum 5 years of experience managing major key accounts at a regional and/or global level. • Experience within the Technology sector, particularly in semiconductor and data center logistics, is highly advantageous. • Mandarin language proficiency will be considered an advantage. #J-18808-Ljbffr