The Director Commercial Freight is responsible for the success of DP World’s growth strategy and supports the development of new customers and drive the growth of existing customers in the Market.
You work with and influence all leaders of all relevant support functions to ensure all commercial activities are supported (Operations, Finance, IT ,HR, Legal,…) You provide leadership, processes, and direction to the commercial organization and develop talents being accessible, hands-on and leading by example.
Role can be remote
- You work with a limited number of target customers and try to convert them into customers, of which you will become the Account Director after you onboarded them successfully.
- You have to work with Global and Regional Account Managers on a peer level.
- You develop and execute a comprehensive plan for the respective industry vertical for new opportunities and expanding business (share of wallet).
- You generate effective leads and opportunities, ideally based on your existing network and book of business.
- You meet and exceed financial growth targets for the assigned industry vertical and expand DP World’s geographic and solutions offering footprint with these accounts across DP World’s service portfolio.
- You identify and develop relationships with key decision makers at all levels within a customer.
- You maintain understanding of customers’ expectations relative to operational solutions, costs, and results and ideally are aware of some of their challenges before they are.
- You understand the customer's business (strategically, operationally, financially).
- You understand the customer's buying process and identify all influences, intimately understanding their requirements.
- You posses a really good understanding of all related transport regulations, challenges, and opportunities. You have an in-depth understanding of the market.
- You maintain an up-to-date pipeline of current and future opportunities, quantifying number of opportunities, value of the opportunity and managing / increasing the probability to win.
- You coordinate RFQs for new business opportunities and renewals of existing business with assigned customers, engaging other functions as required and own the commercial relationship and contract negotiations with the customer.
- You follow the internal commercial process, procedures, and thresholds.
- You foster a close cooperation between Account Management, Operations, Tender Management, Operational Excellence and all other functions (IT, HR, Finance, etc.).
- You partner with colleagues in other regions on broader opportunities for selected global customers.
- You act as an ambassador for DP World at all times when working; promoting, and demonstrating positive behaviors in harmony with DP World’s principles, values, and culture; ensuring the highest level of safety is applied in all activities; understanding and following DP World’s Code of Conduct and Ethics policies.
- You perform other related duties as assigned.
Your QUALIFICATIONS
- Degree or equivalent in business administration or transport/logistics.
- Proven track record of having consistently achieved on a sales quota at a relevant scale.
Your EXPERIENCE
- Minimum +10 years-experience within the transport, logistics or freight forwarding industry (or similar service industry) with focus on international Freight Market.
- Significant value-selling experience.
- Leading and managing a team of subject matter experts.