Senior Director Commercial - Freight Management Commercial (Road, Rail) Europe (m/w/d)

• Drive Revenue Growth: Lead the growth of revenue across all freight forwarding products, targeting global, regional, and transaction accounts. Recommend enhancements to improve win rates and maximize strategic sales potential.
• New Business Opportunities: Identify and pursue new business opportunities to expand the company’s customer base and drive revenue and profitability targets for the freight forwarding division.
• Pricing and Sales Strategies: Oversee the development of pricing strategies, sales forecasts, and budget management.

• Regional Sales Strategy: Develop and implement a comprehensive regional sales strategy that aligns with the company’s overall business objectives and establishes long-term sales goals with strategic plans to achieve them.
• Market Penetration: Develop strategies to penetrate (regional) key accounts, attract and retain customers, improve loyalty, and expand existing business.
• Commercial Governance:  Develop fit for purpose governance and process in line with the global requirements and objectives
• Market Intelligence: Understand key competitors and provide market intelligence to ensure ongoing competitive pricing in key trade lanes.

• Mentorship, Training and Evaluation: Mentor, train evaluate, and monitor all sales-related staff in freight forwarding to foster a high-performing regional sales team.
• Culture of Excellence: Foster a culture of excellence, accountability, and continuous improvement within the sales organization. Implement best practices for sales management, including performance metrics and reporting systems.
• High Performance Team: Establishing of high performance Freight sales units in Europe, while ensuring that each individual reaches their sales targets and remains highly motivated. 
• Trade Lane: Lead the team of trade lane managers to develop unique solutions for DP World’s regional customers in the targeted regions.

• Customer Relationships: Build and maintain strong relationships with key customers, partners, and industry stakeholders to ensure exceptional customer service and satisfaction through proactive engagement and solutions-oriented approaches – in alignment with the Vertical and the Cluster Commercial Leads.
• High-Level Negotiations: Support high-level negotiations and contract discussions with key accounts.

• Internal Collaboration: Collaborate with Air and Ocean Product Heads and Cluster Commercial Leaders to drive collaborative efforts internally, support and share best practices in client reviews, strategic business plans, value-add programs, process improvements, and RFQ/RFI management.
• Cross-Functional Alignment: Collaborate with cross-functional teams, including marketing, operations, finance, IT and product development, to ensure alignment and support for sales initiatives.
• Executive Communication: Communicate sales performance, opportunities, and challenges to the executive leadership team, ensuring transparency and alignment between global and regional sales teams.

• Market Analysis: Conduct market analysis to stay informed about industry trends, competitive landscape, and customer needs. Use data and insights to make informed decisions and adapt sales strategies as needed.
• Industry Representation: Represent the company at industry events, conferences, and trade shows to enhance brand visibility and market presence.

• RFQ Management: Drive the RFQ response for the assigned Strategic Customer(s) in freight forwarding, either as the lead or by ensuring region support is assigned to drive offered business opportunities.
• Digital Campaigns: Collaborate with the marketing department to build successful digital campaigns that align with the strategic growth direction of the company

QUALIFICATIONS, EXPERIENCE 

• Bachelor's degree in Business Administration, Logistics, Supply Chain Management, or a related field. MBA or equivalent advanced degree preferred.

• Minimum of 15 years of progressive sales experience in the freight management or logistics industry, with at least 5 years in a senior leadership role.

• Proven track record of driving significant revenue growth and achieving sales targets.

• Strong leadership and team management skills with a focus on developing high-performing teams.

• Excellent strategic thinking and analytical skills.

• Exceptional communication, negotiation, and interpersonal skills.

• In-depth knowledge of the freight management industry, market dynamics, and competitive landscape.

• Ability to travel internationally as required.

• Results-oriented with a strong drive for achievement.

• Adaptable and res