Customer Strategy and Commercials Director
Schenker Americas, Inc.
San José
hace 3 días

Position Description Summary : Responsible for the Sales and Development of Global Contract Logistics / Supply Chain Management (CL / SCM) for 6 key vertical markets.

Define and drive the customer strategy while offering support in day-to-day commercial activities. Actively prospect and acquire new business by building and managing executive level relationships.

Coordinate and manage projects during tender and implementation phase on corporate and regional level. Support growth vector development through execution of consistent product development & innovation road-maps.

Principal Accountabilities (The following is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all expectations.

Define & drive customer strategy for CL / SCM in line with other business units of DBS Run day-to-day commercial activities including negotiations and contracting aspects Define product Development & Innovation Road-map and drive execution within divers internal stakeholders As part of the Vertical Team, make a significant contribution to Vertical Market Development Manage and lead the key sales processes from initial investigation, through business award and into successful implementation Forming the link between sales and solution design.

Lead key RFQ responses to include solution design concepts, deadlines, supply added information, presentation, and process / status tracking.

Analyzing of customer demands and complex logistic tender and facilitates work sessions with the internal and external solutions teams Demonstrating the ability to identify gap analysis of the current services at customer site and build scope of work and prepare appropriate response for the identified needs Build and manage executive level relationships with internal stakeholders and account owners across the Global Schenker organizationThe individual in this position must be capable of performing all of the essential functions with or without a reasonable accommodation.

Knowledge and Skills (The following minimum requirements are normal guidelines and should not constrain the advancement of otherwise qualified personnel) : This is a Director level position.

  • Minimum Bachelor level in Logistics 10+ years of experience in electronics sector and / or logistics business (CL, SCM) 5+ years proven in leading customer facing role for a leading large account Proven understanding of warehousing processes & future trends Experience and success in large scale BD projects and evidence of delivering new business wins Exceptional interpersonal, analytical, problem solving, communication (written and verbal), leadership, and strategic skills required Ability to communicate with all levels of the organization across many different cultures and countries Ability to travel abroad frequently Ability to set own agenda and work under own initiative Strong English skills essential;
  • German not mandatoryCore Competencies : Building Effective TeamsSets and communicates goals and assigns work based upon individual strengths and contributions.

    Sets an example of collaboration, encourages dialogues and differences, celebrates success of team and provides recognition.

    Builds trust and measures results.Business AcumenUnderstands business and commerce and relates to the organization's market and strategy.

    Is conversant with trends in industry, technology and competition and understands positioning and tactics in the marketplace.

    Customer FocusDevelops and maintains mutually respectful and trusting relationships with internal and external customers and concentrates on always meeting or exceeding their expectations.

    Uses customer information and feedback to continuously evolve and improve products and services. Always acts, plans and executes with the customer needs in the forefront.

    Drive for ResultsClearly sees goals and objectives and manages efforts effectively to achieve them. Able to overcome barriers and to keep self and others focused.

    Bottom line driven and is consistently a top performer.Innovation ManagementHas a comprehensive understanding of the marketplace for innovation and solid judgment about the potential for creative ideas and suggestions.

    Actively fosters creativity, conducts effective brainstorming and promotes creative or innovative solutions within the organization.

    NegotiatingDemonstrates diplomacy as well as being direct and forceful, has the ability to gain concessions without damaging long term relationships or dialogue.

    Negotiates skillfully with internal and external groups by listening and demonstrating commitment and integrity, resulting in gained trust and credibility.

    Organizational AgilityUnderstands and personifies the culture of the organization recognizing the formal and informal channels and networks that drive relationships and progress.

    Knows how to make things happen and get things done while showing respect and support for policies, procedures, practices and objectives.

    PlanningAble to anticipate the scope and complexity of situations or deliverables and effectively evaluates and breaks down work, develops process and controls, assigns work and schedules resources accordingly.

    Is prepared and expects barriers, challenges, uncontrollable variables and adjust plans accordingly, measuring results.Presentation SkillsIs able to command and engage a group in a variety of settings, while being well prepared and effectively presents the material.

    Creates and manages the group dynamic and is able to amend presentation strategy when it is not accomplishing the intended goal.

    Strategic AgilitySees future trends and consequences clearly based upon experience that reflects breadth and depth. Is constantly processing information and data with a view to the future.

    Is able to articulate strategic vision to educate colleagues or superiors and stakeholders and is able to translate into tactical reality.

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