Customer & Business Development Director: Southern Africa

Be Part Of The World’s Largest Logistics CompanyDeutsche Post DHL Group is the world’s leading logistics and mail company.We are one of the world’s largest employers, operating in over 220 countries and territories. We are Europe’s largest postal service, partner for eCommerce and pioneers in secure digital communication. We are number one in contract logistics and international express delivery, and a leader in the forwarding business.Join us and you will be working for a global company that is focused on service, quality, and sustainability, and using the power of global trade to connect people and improve lives.And not just for our customers, but for every member of our Group too.At DHL Supply Chain South Africa, we are looking for…Customer & Business Development Director - Southern AfricaRole Outline Leads, develops, and executes the regional commercial and customer development strategy to drive sustainable, profitable growth across Southern Africa. Expands market share, deepening strategic customer partnerships, and embedding a culture of commercial excellence in alignment with global and regional priorities. Champions cross-business unit collaboration to unlock integrated customer value and deploy Accelerated Growth Solutions (AGS) across key industry sectors and trade lanes. Drives disciplined pipeline management, sector focus, and strategic solution design to deliver new business, strengthen retention, and grow share of wallet. Optimizes people, processes, and partnerships to maximize commercial impact, build long-term customer loyalty, and contribute to the region's 2X30 Accelerated Sustainable Growth strategy. Implements global sales frameworks, digital tools, and incentive programs to achieve or exceed the region's growth, retention, and profitability targets while living the DHL promise of Excellence. Simply Delivered.Key ResponsibilitiesSales Accounts for sales results within the country and leads sales disciplines which coordinate and control strategic activities, initiatives, and subjects across each country with direct impact on overall results and high business risk potential. Develops sales strategy in line with each country’s overall business strategy as well as following vertical and horizontal guidelines and objectives. Steers sales performance and refines the country’s sales strategies as required. Drives market growth and customer retention at country level. Implements modification within own authority which directly influences the way the division is operating and making money in each country. Supports country level customer strategies and contract negotiations. Validates country level improvement areas based on pipeline reporting in collaboration with sales effectiveness. Analyses the value of key technologies and industry development and identifies change needs within the country’s sales function. Analyses complex issues and modifies working methods in own work area. Steers/improves sales performance through process and performance measurement.Stakeholders Reaches agreement with external parties to accept complete proposals and programs where there is little interest in cooperating or participating. Negotiates critical agreements/contracts and has the mandate/authority to sign them, changing T&C's significantly, after ensuring alignment with operational teams tasked with delivery. Approves all major country level sales strategy and development projects.People Management Determine organisational structure, roles, responsibilities, and performance targets for the function. Develop a culture of quality, service excellence (for internal and external customers), flexibility, and cost consciousness. Develop a team spirit and multitasking capabilities within the team. Plan, organise, and direct an efficient and effective function. Develop KPIs with team members and monitor individual performance. Conduct performance appraisals including coaching. Manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional, and Country objectives and targets. Identify training needs and opportunities to develop a highly skilled functional department.Measurement Criteria / KPIs Market share increase, revenue size, costs/profitability, annual budget and re-estimates. Achievement of Business Plan. Alignment of country sales plans with local, regional, and global standards. Number of new accounts acquired. Operational KPIs as per set target and local regulatory requirements. EBIT as a percentage of net sales, revenue potential of new accounts. Achievement of agreed KPIs. Efficient and effective use of resources. Continually improved productivity. Up-to-date processes and supporting systems. Timely and amicable settlement of customer issues. Consistent organization structures and measures. Compliance with corporate policy and achievement of KPIs. Win-win partnership/contract/business arrangements. Maintenance of healthy trade relationships; quality input for marketing and pricing policy development. Availability of required skills with excellent understanding of the business. Positive "can do" attitude and employee satisfaction. Optimum utilization of resources. Employee satisfaction and performance. Employee accountability and performance. Employee development and succession planning.Qualifications & Experience Degree in Sales/Marketing/Business Development or Business Management, or equivalent. In-depth knowledge of the Supply Chain industry, including forwarding, clearing, and customs with minimum 10 years in the Supply Chain/Logistics Industry. South African Sales experience with broader cluster and regional experience is beneficial. Minimum of 5 years of management experience (regional exposure is beneficial). Required sales experience: 5 years. Experience in forwarding and clearing as well as B2B and B2C. Potential other assets: project management experience, operational background, LLP knowledge and consultancy.Core Competencies & Skills Commercially astute with excellent business acumen. Outstanding negotiation and interpersonal skills. Strong leadership skills. Strong customer-facing and interaction skills. People management skills. Excellent presentation, facilitation, and training skills. Analytical, organisational, and motivational skills. Developing and presenting value-based proposals. Turning customer interest into actions that "close the deal". Ensuring process and quality of customer documentation. Demonstrating Supply Chain knowledge. Identifying & understanding customer needs and business model. Developing value-based and innovative solutions. Achieving sustainable commercial arrangements. Building relationships with customers. Acting with integrity, building trust and credibility. Leveraging coach network. Developing and using internal network. Ensuring smooth operational hand-over. Developing win/account plans. Collaborating in cross-BU sales activities. Reviewing and defining sales/sector strategy. Inspiring the organization to make strategy a reality. Identifying opportunities. Being an intellectual challenger to clients.LanguagesEnglish - verbal and written.