Basel, Basel, Switzerland
Experienced Senior Ocean Freight Commercial Leader with deep outside/market knowledge. Combined with a good share of insights to realize ideal solutions and become more effective, my attitude is to create true value. Leading by example and driving / coaching teams to achieve results and performance that meets and exceeds objectives - at the same time ensure a sound life balance. Strong strategic result and solution focused attitude with an agile and winning mindset.
Acquisition and business development of larger customers through active sales sponsorship engagement by meeting regularly and ensuring customer expectations and growth targets are met Driving Sales, Product and Network collaboration actions to profitable growth by: • Leading Product/Sales growth collaboration dialogues with Products to improve active pipeline sizes, wins, GP and Volume results • Enabling, structuring and executing virtual bi-lateral country to country Network growth summit events with Asia and America regions, fostering “consignee selling” • Identification of best practices and sharing Leading execution of global Business Customer High Value Target sales growth campaign “license to hunt” in Europe Development, roll-out and progress monitoring of 15 Sales KPIs to improve sales performance Roll out of Sales Performance Dashboard (Qlik) and enabling coaching of individual Sales to capitalize from more customer wins Strategic development, initiation and roll out of “Hunter & Farmer” concept across Europe to free up selling time of frontline sales force to enable new business hunting: • Leading transition of Customer ownership from Sales to Stations in countries • Implementation of our “10 customer commitments” improve customer experience • Maximizing sales hunting results by leading performance dialogues on sales priorities with Country M&S Heads Managing maintenance of our Customer Relationship Management tool (iSell) in Europe Managing our Sales Training and Coaching Program (classroom and virtual sessions) to make our Frontline Sales Force more successful Manage to increase the penetration rate of our Cargo Insurance product Implement and sustain global Marketing initiatives Management of 2 direct line reports
Acquisition and business development of new business customers through active sponsorship Define and execute the regional trade strategy Leading Trade Lane Business Customer volume growth development with 93 focus trade lanes. Responsible for implementing and driving functional business development results (IKOs and KPIs) with Trade Lane Managers to performance: • Volume growth; new customer acquisition; joint and shared pipeline size incl. “prepaid and collect” split steering; sales calls; Consignee Sales Trip planning, execution; ROI measurement; Sales Lead exchange Lead and execution of various Trade Lane Sales effectiveness workshops “Trade Lane Show & Tell” to improve TLM sales target achievements Leading development, implementation and performance steering of regional sales campaigns in close collaboration with Product Heads: • “Ocean Connect Boost” (LCL GP/Volume) Directing business preparation, execution and ROI measurement of Global Trade Summits Management of 1 direct line report and a virtual team with 85 dotted-line reports in 20 countries
Acquisition and business development of an own customer portfolio Define and execute country trade growth strategy Managing core Trade business development goals in collaboration with Products and Europe. Initiation, roll-out and achievement of targets: • Consignee Sales campaign “Greater China Dragon Express” (AFR Export VDP) • Consignee Sales campaign “Operation Sampan” (LCL Export Volume Growth) • Peak Season Airfreight Export GRI/PSS – 6/20 Rule introduction • Annual Greater China SMT Roads Shows and Consignee Sales Trips in Europe Development of entrepreneurial vision and increment in area of expertise between Europe and China. Manage to mix with different cultures Managing and developing an intercultural diverse Trade Lane team of 7 direct line reports Active DHL member of the German Chamber of Commerce in Hong Kong, 2003-2008
Expansion of our Nuremberg branch clientele Define and execute country trade growth strategy Co-ordination of Trade Lane sales activities in DE Execution of 2 consignee sales trips to China Permanent market observation and analysis of marketing and sales data
Managing and developing a portfolio of customers Preparation and processing of transport tenders Preparation of transport concepts, presentations Processing of sales details and worldwide inquiries from our branches and agents
Managing and developing a portfolio of customers Customer transport consultations Preparation and processing of transport tenders Preparation of transport concepts, presentations Customer service activities Organizing and processing hinterland trucking and Multimodal transportation