Job Description

At DHL, people mean the world to us. That's why our goal has always been to attract and retain the best talent in the world. 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.
We are currently looking for passionate professional to join our Regional Commercial team. Join us and bring your expertise on board!
As the Vice President of Sales Development & Ecommerce, your key responsibilities include:
1. Sales Process Development

• To develop, lead, and manage change programs and sales development initiatives across all countries and channels in APEC
• Identify performance drivers and implement business plans to meet revenue, profit, and market share targets.
• Drive consistency in sales processes across countries, aligned with global transformation and digital enablement programs.
• Define clear commercial direction and sales strategy aligned with DHL's corporate goals.
• Develop and execute regional sales strategies focused on high-growth verticals (e.g., LSHC, Aviation, New Energy).
• Lead sales enablement initiatives including training, pipeline optimization, and performance analytics.

2. Sales Operations & Process Excellence

• Ensure compliance with global sales operations standards (CRM usage, channel segmentation, sales force sizing).
• Monitor and improve sales channel performance metrics (e.g., opportunity generation, call cycles, conversion rates, retention).
• Drive segment sales improvement through harmonized sales partners processes and compliance with sales partners policies and guidelines.

3. Commercial Performance & Strategic Sales Programs

• To provide Commercial performance and review analysis to the APEC Head of Commercial to enable decision making and developing strategic sales initiatives and programs
• To develop insights for the business to optimise Commercial levers and performance

4. Capability Development

• To develop capabilities to support the business at the regional and country level
• To identify Best Demonstrated Practices within the region and share them to set new benchmarks

5. Ecommerce Business Development

• To develop strategy and road map to grow ecommerce business in APEC
• To identify, test and implement solutions or partnerships to help grow the business
• To support ecommerce opportunities in the country or region
• Focus on the 'big picture' with strong strategic thinking, develop a clearer channel direction and sales strategy that aligned with company goal
• Identify performance drivers, establish, communicate and implement business plans, as well as maintain segment standards on profit margins, discount guidelines and compliance with co-loader guidelines and policies within the team to ensure the company's overall targets, revenue growth, profitability and market share targets are met
• Manage and drive the provision of customer focused services by all sales members in the team and act as lead consultant to inspire sales members for performance improvement based on customers' needs
• Manage customer, team and internal stakeholders expectations and balance customer satisfactions with business result

6. Cross-BU Collaboration & Strategic Partnerships * Build networks with senior management, executives, and industry leaders to support strategic goals.

• Facilitate collaboration between Express, Forwarding/Freight, Supply Chain, and eCommerce teams to deliver integrated solutions.
• Partner with functional teams to monitor and optimize revenue, profit, and KPIs
• Identify, establish and manage multi-tiered relationships across customers and DHL Business Units to ensure a long-term business partnership and achievement of corporate goals

7. Market Intelligence & Innovation Leadership

• Stay abreast of market trends, competitive landscape, and technological developments to identify new business opportunities.
• Lead regional implementation of global sales development programs, including AI-driven tools and digital transformation initiatives.
• Guide teams through change management processes to ensure adoption of new tools and behaviors.

8. People Management

• Inspire the team to be insanely customer centric
• Unleash individual potential and groom the talent pool, identify training needs and opportunities to develop a highly skilled team
• Retain and motivate the team to build high performance culture in different generations
• Develop IKOs/KPIs with team members and monitor individual performance, including coaching of sales personnel
• Manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets

Requirements:

• Bachelor's degree in Business or related discipline
• Minimum 10 years of experience in sales with at least 8 years in a management capacity
• Experience working across multiple DHL country organizations or one plus business units
• Proven success in leading cross-functional teams and delivering strategic outcomes in complex, multi-country, multi-channel environment.
• Familiar with Sales Forecasting
• Strong Consultancy skills and project management skills
• Excellent influencing and communication skills, both verbal and written
• Strong commercial acumen and strategic planning capabilities
• Excellent analytic skills
• Exposure to multiple tier-one markets across Asia Pacific

Skills Required