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Position: Regional Head APAC – Commercial Development eCommerce & Returns (M/F/X)

Grade: RCS G

Contract Type: Full time – Permanent

Travel Remit: Global

Travel Required: Less than 50%

Location: APAC - India, Singapore, Austa & Australia (Preferred)

At DHL our business is logistics, but people are our passion. With over 500,000 team members in 220 countries, we attract and retain great talent. We are one of the most innovative, most culturally diverse companies on the planet. We provide unmatched opportunities for personal and professional development. We really are a “Best Place to Work”.

eCom & Returns is a key enabler for Growth and with that also key enabler for achieving our ambitious 2X30 goals. With our Commercial Development team we want to generate new opportunities from new logos as well as global account replications. We want to increase our winnability for these opportunities in a systematic way.

In any customer pursuit, we must be aligned with other participants (esp. local and regional BD and marketing teams). This requires manoeuvring in a complex stakeholder and priority landscape (often with limited time).

This role is responsible for leading the commercial function of the two AGS at the regional level. To achieve ambitious 2030 revenue targets of 5.5bn EUR revenue globally & 670mn EUR for APAC (15 CAGR%), a close collaboration between global AGS teams and regional and country teams is essential. Therefore, the purpose of this role is to act as the bridge between the global AGS (commercial team) and APAC providing critical support for commercial growth & commercial excellence in the region.

More specifically, the regional lead will aid with pipeline development through account replication & scouting for new logos. The role will closely work with and coach the APAC BD leadership for ecommerce & returns & closely collaborate on top 10-15 accounts – jointly driving account replication in the region. In addition to regional responsibilities, the role will also drive key commercial initiatives centrally.

If this sounds like a team, you'd like to join … keep reading.

Your key accountabilities include:

Ecom/Returns Business Growth

- Drive market growth and retention rate for ecom/returns AGS at regional level




- Translate global commercial strategy into a transparent regional growth plan
- Analyze regional trends and developments impacting business and identify change need for the ecom & returns commercial approach globally
- Lead, direct and control strategic business development activities and initiatives for select global accounts with significant impact on overall results and high business risk potential
- Support regional teams with developing major leads, preparing proposals, negotiating and converting critical deals
- Track key performance metrics with regional & functional partners (e.g. growth, conversion, retention, CXM)

Account Replication

- Identify & prioritize key accounts/customer segments/ICP (ideal customer profiles)
- Align with regional leadership on prioritized accounts, objectives and resourcing
- Support development of repeatable, scalable model & tools for global account replication
- Support adoption of account replication approach & tools in region
- For top accounts:
- Liaise with regional teams, define strategic growth plans, and align on growth objectives
- Engage in top accounts/select large deals with global and regional teams – ultimately strengthening DSC chance of winning and converting in region and globally
- Leverage cross-regional and cross-functional teams to win significant deals
- Gather input needed for customer playbooks / ensure regional input

Scouting for new logos

- Regional scouting, i.e. continuous market screening & adding high-potential prospects
- Leverage regional/global sources from the ecosystem for new business, e.g. Venture Capital, Ecosystem Partners, Conferences/Events, Databases
- Initiate regional contacts, leveraging global & regional customer engagement models & toolbox
- “Warm” introduction and handover to regional partners
- Support design and operation of scalable new customer identification process and toolset





Winnability & Commercial Enablement

- Lead or join multi-regional/functional deal pursuit teams for key opportunities (“pack of wolves”)
- Equip regional sales teams with clear messaging, playbooks, cases, training, and tools
- Provide guidance on creative deal making, optimal incentives, and commercial coaching
- Drive regional adoption of processes and tools to continuously improve winnability and large deal conversion
- Disperse commercial best practices (and alleviate common deal brakers, roadblocks)

Standards, Tools & Automation

- Drive adoption of enhance/digital B2B sales process & tools in region
- Manage and provide content input into centralized platform as single source of truth for commercial data (e.g. sales collateral, customer playbooks, commercial models, account ownership & status)

Communities

- Identify & liaise with regional community members, encourage participation
- Identify focus topics & generate content together with regional and global community members
- Gather relevant input for community platform, e.g. best-practices, customer lighthouse cases

What are we looking for from you?

Education Level

- Degree level education (Masters level preferred)
- English (Full professional proficiency)
- Add. language (preferred)

Experience Level
- Strong experience in supply chain and logistics
- Commercial/solution development and customer-facing experience strongly preferred

What you'll need to do next? If you have a proven track record of achievement to match the requirements for this role and you are looking for your next career move, simply apply online ensuring that a full up to date CV is attached with your application.

We will ensure that all our resourcing activities are fair, transparent, and consistent across the Globe. We want to ensure that the candidate experience is of the highest skilled standard.

The Company is committed to providing equality of opportunity for all employees. Furthermore, we aim to ensure our workplaces are free from discrimination and that not only employees but also our potential future employees are treated fairly and with dignity and respect. We will ensure that equality of opportunity maintains a high profile in our organisation.

📌 Regional Head APAC – Commercial Development eCommerce & Returns (M/F/X) (Delhi)
🏢 Dhl
📍 Delhi