Global Head of Commercial Development eCommerce and Returns (US-O)

The Global Head of Commercial Development eCommerce & Returns is globally responsible for defining and executing the global commercial strategy for two AGS at the divisional level.

The role will lead a global commercial development team across all regions, plus team(s) on Community & PMO and Standards & Tools. Key areas of responsibilities include setting the long-term growth direction for eCommerce & returns, designing and implementing a new pipeline architecture & customer acquisition strategy, enhancing deal winnability & commercial excellence, driving digitalization and efficiency of B2B sales processes, and leading community alignment across the global DHL Supply Chain network.

Responsibilities

• Establishes and implements commercial strategies with significant short- to long-term (1-5 years) impact on business results, in alignment with global and functional objectives.
• Strengthens DHL's competitive position and accelerates pipeline conversion, particularly in emerging high growth logistics domains.
• Drives business development synergies within and across divisions and decides on areas for improvement based on pipeline reporting.
• Transitions commercial function towards leading edge processes and tools (digital, efficient and user-friendly).
• Crafts the eCommerce and Returns division's commercial strategy - in line with Strategy 2030 targets and objectives.
• Leads, directs and controls highly strategic business development activities and initiatives across the division with significant impact on overall results and very high business risk potential.
• Supports global and regional teams with developing major leads, preparing proposals, negotiating and converting critical business for the division.
• Builds relationships and coordination strategies with local units in the division and leaders of contributing functions such as HR, Legal, Real Estate, etc. to acquire resources, enhance working processes and productivity and to create integrated sales.
• Develops and oversees repeatable, scalable models and tools for global account replication.
• Aligns with global and regional leadership on prioritized accounts, objectives and resourcing.
• Defines account leads, strategic growth plans, and mid to long term growth objectives.
• Design and governs the Global Customer Playbook Framework.
• Design and operate a scalable new customer identification process and toolset, including: Definition of ideal target customer profiles for "new logos".
• Creates and maintains concept for "warm" introduction and handover of qualified prospects to regional partners.
• Leverages other strategic sources from the ecosystem for new business, e.g. Venture Capital, Ecosystem Partners, Conferences/Events, Databases.
• Equips regional and global sales teams with clear messaging, playbooks, cases, training, and tools.
• Reviews and optimizes existing incentive models (e.g. multi-country and multi-solution deals).
• Guides the assembly of multi-regional/functional deal pursuit teams for key opportunities ("pack of wolves").
• Drives digitalization and automation of B2B sales process and tools.
• Builds and runs centralized platform as single source of truth for commercial data.
• Redefines the mission, scope, and value proposition of the community aligned to the Way Forward for eCommerce and Returns.
• Manages new global community structure and channels for eCommerce and returns.
• Monitors and tracks community adoption and impact.

Required Education and Experience

• Master's degree, MBA or equivalent, required.
• English (Full professional proficiency), required.
• Additional language proficiency, preferred.
• Twelve to fifteen (12-15) years' experience in supply chain and logistics (minimum), required.
• Five (5) years in product or commercial leadership in 3PL/eCommerce/returns (minimum), required.
• Proven track record of building & developing high-performing teams, required.
• Strong leadership experience in change management, required.
• Strategic leadership and group-wide influence across matrixed global network, required.
• Strong global commercial and P&L management experience, required.
• Executive level relationship building with C-suite and senior decision-makers, required.
• Ability to build and scale global commercial structure, required.
• Deep understanding of eCommerce and returns logistics ecosystems, required.
• Excellence in customer engagement and executive level communication, required.

Our Organization has a business casual environment and focuses on teamwork, associate development, training, and continuous improvement. We offer competitive wages, excellent affordable insurance benefits (including health, dental, vision and life), 401K plan, paid vacation and holidays.