Commercial Program Manager (m/f/x) id-6824
Commercial Program Manager (m/f/x)
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. DHL's Customer Solutions & Innovations (CSI), one of the business units of DHL, is a globally dedicated organization which simplifies the DHL customer experience by providing a single customer interface and developing innovative industry-tailored solutions for DHL's largest global customers. Come discover the unique, international spirit of DHL where your commitment is recognized and rewarded.
Task
We are looking for a CSI Program Manager Commercial Operations, Americas to be the partner of the customer managers driving business growth through the consistent management of sales activities.
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Principal Accountabilities
- Drive pipeline quality, accuracy, actions updates and activities. Ensure that customer pipeline is accurately reflected in ACE.
- Track customer development plans and priorities as set forth with the GCM, including
managing sales pipeline.
- Customer Dashboard end to end visibility management: Financial/Customer Performance,
Customer pipeline management.
- Driving white spot analysis in order to identify unlocked potential and related pipeline
registration.
- Support the opportunity assessment process led by Customer Managers, providing customer
insights and sharing knowledge where applicable.
- Partner with customer manager to identify areas of growth within the customer's logistics
spend.
- Support process management of single BU tenders (where needed).
- Drive contractual closure on new frame agreement (e.g., align T&C's sustainability, liability
limits).
- Perform quality assurance of single BU tenders, including needed actions to support their completion.
- QRR/QBR - prepare and project manage inputs/outputs into a QRR/QBR based on the agenda
of the customer and customer manager.
- Prepare and project manage inputs into selected sales meetings. Identify areas of opportunity
for workshops, education, knowledge sharing, and business development.
- Prepare DPDHL/customer slides for top executive meetings (GCB, TEC, board).
- Prepare and support internal XBU Customer Team Calls providing a global and regional CSI
view to the account (update on latest customer developments via Customer Dashboard).
- Work closely with BU teams to ensure implemented solutions meet customers' requirements.
- Jointly with the BU, identify opportunities for improvement from customer interactions
- Project manage the Customer Satisfaction Survey, from participation to reviewing results and
actions from business units and functions.
- Serve as a knowledge repository for business units on customer projects, business intelligence,
and latest information.
- Drive initiation and execution of customer supporting projects (e.g., segmentation, innovation,
IT).
Knowledge, Skills and Experience
- Typically requires BS/BA in related disciplines and 5-10 years' experience in related fields or MS/MA and generally 5-10 years' experience in related field or equivalent professional experience.
- Experience in one or more DPDHL Business Units (5 year minimum) or equivalent external industry experience
- Knowledge of DHL operations, products, and capabilities
- Strong negotiation, presentation, project management, stakeholder management and virtual team management skills
- Experience in working with CRM software (e.g., Salesforce)
- A passion for data analytics, including knowledge of key industry trends.
- Ability to innovate and identify new insight opportunities from transactional data sources and research, demonstrable experience with Power BI or equivalent data visualization software.
- Business Acumen and understanding of key financial principles.
- Proven understanding and experience of commercial principles and processes
- Excellent communication & interpersonal skill.
- Good problem-solving skills, analytical and critical thinking
- Fluency in English. Spanish and/or Portuguese fluency desired, but not mandatory.
- DHL is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other protected characteristics.
DHL is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other protected characteristics.
