Job Purpose

• Lead the commercial/pricing sub-function for the region, provide input to and lead the implementation of the functional strategy to meet customer needs, enhance competitive position of the business offerings, determine pricing and maximize EBIT delivery in line with regional strategy, financial and operational objectives, Group guidelines and policies

Typical Business Title

• Product and Pricing Specialist

Differentiator

• Lead the sub-function on a regional level
• Establish and implement strategies that have short to long-term (1-5 years) impact on business results in alignment with global and functional objectives

Key Tasks

• Define the commercial/pricing strategy for the region including planning, key initiatives, systems, tools and budgets considering regional strategy, financial and operation objectives, Group guidelines and policies
• Set direction, plan, organize and control proposal development and commercial/pricing programs for maximizing EBIT, meeting customer needs and enhancing the competitive position of the business offering of the region
• Drive development of commercial/pricing strategies for product portfolios across targeted market segments to achieve desired market positioning
• Lead design and implementation of commercial/pricing models, tools, systems and processes to ensure effective and value-driven commercial/pricing decision making and commercial/pricing management
• Enforce and coordinate analysis of tender requirements to develop customer proposals and analysis of internal and external market conditions, market shares and business goals to identify improvement opportunities
• Lead annual pricing reviews to ensure processes, systems and skills adequately support business needs and regional/global initiatives
• Drive dissemination of timely and accurate commercial, financial and technical information to ensure consistency in tactics and proposals
• Lead implementation of commercial/pricing scorecard to measure, track and report compliance performance and benefits from various price change levers
• Define and ensure post proposal review process to enhance standards, identify good practices and continuously improve
• Conceptualize, direct and lead key improvement projects in commercial/pricing management
• Introduce and embed world class practices for commercial/pricing and related knowledge sharing at the regional level
• Deliver innovation that directly influence the way the region is operating and making money
• Develop short to mid-term commercial/pricing strategy for either a broad portfolio or specific products or services
• Identify the target market position by geography, market segment, customer group, etc. with market research

Stakeholders

• Extensive contact and negotiating with other departments and 3rd parties with conflicting objectives
• Influence and challenge key stakeholders effectively
• Develop strong, trusting cross-functional relationships with senior DHL business leaders
• Influence others across DHL and externally as an internally and externally recognized thought leader representing the Group
• Champion cooperation and partnership to provide integrated solutions to problems

Management Responsibility

• Lead multiple teams of lower level executives, directors/senior managers, and managers
• Develop short to long-term (1-5 years) plans for optimizing the organization, function, or job-family and the talent required to execute strategies

Qualifications & Key Requirements

Skills

Price Setting, Pricing Strategy, Competitive Landscape, Profit, Financial Modeling, Reporting, Sales Forecasting, Customer Segmentation, Market Segmentation, Product Development Strategy, Product Development Life Cycle, DHL Business Knowledge, Business Processes, Business Strategy, Project Management, Stakeholder Management, Influencing, Feedback, Presentation & Storytelling, Facilitation, Negotiation, People Management, Resourcing

Education Level

• Master’s degree

Experience Level

• more than 8 years