Regional Customer Director

Singapur, Central Singapore Community Development Council, Singapur Global Forwarding Freight 59600 4. February, 2021
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Overall Role Purpose

Manage, control and develop the overall Customers engagement of assigned portfolio. Develop business development strategies/activities in accordance with the group business strategy and local business environment to deliver profitable growth and service excellence. Support global/regional sector initiatives and drive the engagement of both internal and external stakeholders with clear account development plan.


External Customer
  • Maintain effective relationship with assigned portfolio by remaining informed about customers’ business priorities and needs within the region
  • Deliver services and solutions to customer that meet budget, quality and agreed service level
  • Drives/support development of new/innovation service or value creation as part of continuous development to meet customer’s needs
  • To drive and manage profitable growth with the assigned customer 
  • Respond and solve customer enquiries/complaints in a timely and responsive manner
  • Responsible for establishing customer profiles and customer needs. 

Internal Customer
  • Develop Customer Account Plan and/or Win Plan that can be adapted to meet customer needs and business fit
  • Work with Product, Key account managers, Bid Management in the region to communicate and align customer account/win plan for RFIs / RFQ
  • Close engagement with internal stakeholder by sharing customer’s buying behaviours and competitor’s intelligence

External Stakeholder
  • Identify and develop relationship with Customer contacts, including but not limited to decision makers, coaches, gatekeepers, inferencers et al
  • Work with third party service provider like packing company, carriers, truckers or shipping lines for special projects
  • Work with other DHL divisions for end-to-end supply chain solution design or cross BUs collaboration 

Internal Stakeholder
  • Work with countries and internal departments such as Products, VAS, Finance, First Choice, BPO, IT and Implementation to satisfy customers’ needs and make sure service is provided smoothly
  • Coach and work closely with virtual team - Key Account Managers (KAMs) and After Sales Managers (ASMs)
  • Regular Performance Dialogue with Country KAMs or ASMs


Customer Business Development
  • Conduct customer meeting/sales visits (potential & existing) and present company capabilities, value proposition and business fit.
  • Identify and develop customer sales leads.
  • Lead market profiling and customer/competitor research and analysis activities to understand and identify opportunities and challenges.
  • Develop and/or communicate effective pricing strategies to drive profitable growth and volume
  • Develop supply chain management solutions meeting customer needs.
  • Develop customer development plan/win plan and drive the communication and alignment with relevant stakeholder in region and countries such as Product and Key Account Managers on strategy for RFQ’s/tenders/bids.

Customer Business Performance
  • Effectively drive monthly or quarterly business review with customer
  • Overall responsible for achieving Customer business targets and KPIs. Drive KPI performance review with customer, together with Products
  • Identify and drive continuous improvement or value creation opportunities with customer

Skills / Qualifications
  • Degree Holder, relevant post-graduate qualifications will be an advantage
  • 5-7 years of solid experience in the logistics or forwarding industry
  • Of which at least 2 years is dealing with major accounts on a regional or global level
  • Relevant experience in international supply chain especially intra-Asia will be an advantage
  • Fluent use of English (both written and spoken)
  • Ability to speak Chinese will be an advantage
  • Computer skill knowledge like Word, Excel, PPT

Key Skills
  • Management & Decision Making
  • Planning and Organization
  • Industry/Sector Knowledge and Expertise
  • Forwarding Services Knowledge and Expertise
  • Customer Relationship Management
  • Cross cultural management experience
  • Excellent communications skills
  • Commercial/Sales knowledge and experience
  • Interpersonal skills
  • Influencing skills
  • Negotiation skills
  • Solution design and process mapping skills

Zahlen und Fakten

  • Arbeitszeiten


  • Geschäftsbereich

    DHL Global Forwarding Management (Asia Pacific) Pte. Ltd.

  • Beschäftigungsart

    Unbefristet Vollzeit

  • Schichtarbeit


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