Director, Business Development, Service Logistics APAC

About us

DHL is present in over 220 countries and territories across the globe, making it the most international company in the world. With a workforce exceeding 350,000 employees, we provide solutions for an almost infinite number of logistics needs.

DHL is part of the world’s leading postal and logistics company Deutsche Post DHL Group, and encompasses the business units DHL Express, DHL Parcel, DHL eCommerce, DHL Global Forwarding, DHL Freight and DHL Supply Chain.

We connect people and improve their lives. And we do it by being uncompromisingly customer-centric and delivering excellence day in and day out. By bringing people together and making life simpler – for our customers, our employees, our investors, and our society – we help make the world a better place.

Being The Logistics Company for the World goes well beyond our global presence in over 220 countries and territories, or our tireless pioneer spirit when it comes to new markets. It also extends beyond our unique ability to offer a remarkable range of logistics solutions – from mission-critical express deliveries to economical freight transportation, from taking the complexity out of customs to managing the complexity of global supply chains and everything in between.

We want to be the logistics company people turn to – the first choice not only for all shipping needs, but also the first choice for career and investment opportunities, and being the global benchmark for responsible business practice.

Responsibilities

Purpose

• Drive business development agenda - identify key opportunities, assess attractiveness and lead pursuit
• Own relationship at global/ regional level for key customers
• Project manage bid across the region and associated functional support
• Lead strategy for focus sector (s) and associated product development

Main Accountabilities

Sales Hunting

• Drive the regional business development agenda by identifying, qualifying, and pursuing strategic growth opportunities.
• Assess market attractiveness, customer potential, and commercial viability to prioritize targeted pursuits.
• Establish and maintain executive-level relationships with key global and regional customers, acting as a trusted partner to support long-term business growth.
• Lead high-value sales opportunities through the entire sales cycle, from prospecting to contract closure.
• Provide thought leadership, coaching, and commercial guidance to Business Developers and Account Managers on complex and high-impact sales opportunities across the Business Unit.
• Drive disciplined pipeline management and opportunity prioritization to ensure focus on the most commercially attractive pursuits and deliver sustainable growth outcomes.

Strategy Management

• Translate global and regional business strategies into actionable sales plans and growth initiatives.
• Identify emerging industry trends, market opportunities, and growth sectors to drive business expansion.
• Develop and maintain strategic target account and sector plans to support revenue growth objectives.
• Support the development and execution of regional sales strategies and product development initiatives.
• Monitor competitor activities and market developments to strengthen market positioning and competitive advantage.

Customer Management

• Develop, maintain, and strengthen relationships with key customer stakeholders and decision-makers across target accounts.
• Manage and continuously review a pipeline of strategic target accounts and growth opportunities.
• Leverage and expand internal and external networks to generate new business opportunities and customer insights.
• Conduct customer discovery and research meetings to understand business objectives, challenges, and future requirements.
• Articulate compelling value propositions and customer-centric solutions, presenting business cases and proposals to senior leadership and key decision-makers.
• Lead commercial discussions, contract negotiations, and deal closure activities to secure profitable business growth.

Stakeholder Management

• Partner with cross-functional teams including Solution Design, Operations, Customer Service Support (CSS), IT, Finance, HR, Legal, Real Estate, and other key stakeholders to develop customer-centric solutions.
• Lead and coordinate cross-functional bid teams to ensure the timely delivery of high-quality proposals and customer presentations.
• Influence stakeholders to secure resources, drive alignment, and support strategic business opportunities.
• Continuously improve sales processes, bid management, and pursuit governance to enhance overall commercial effectiveness.
• Collaborate closely with Business Developers and Account Managers, providing guidance, coaching, and support throughout the sales pursuit process.

Requirements

• Bachelor's degree in Business, Logistics, Supply Chain, Engineering, or a related field.
• 12-15+ years of experience in business development, strategic sales, or commercial leadership roles.
• At least 8 years of experience managing customers and growth opportunities across Asia Pacific.
• Strong knowledge of Contract Logistics and/or Service Logistics; DHL Service Logistics experience is an advantage.
• Proven track record in large-scale B2B sales, contract negotiations, and business development.
• Experience developing regional growth strategies, sector plans, and customer acquisition initiatives.
• Strong stakeholder management skills with the ability to influence C-suite customers and cross-functional teams.
• Proven experience leading complex regional or global bids and strategic sales pursuits.