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\nRole Purpose
1. Ownership of the development and execution of profitability reviews/audits and creation of customized/bespoke pricing and strategic plans for large and complex CSI/MNC/National customers, where known profitability issues need to be repaired or opportunities for profitable growth exist but require a very detailed pricing proposal. Meet with and lead the presentation/negotiation of proposals with customers.
2. Devise the design, development, execution, and achievement of various yield improvement/business growth projects, including, but not limited to red & yellow cards, revenue accelerator programs, GSRT margins, GMB projects, etc., and ensure committed targets are achieved
3. Act as costing SME within Global Pricing for ongoing management of the pricing CPK process, system costing data updates, and advise Pricing Excom/GCP/GMB/country SMT on costing-related issues and projects
4. Provide detailed profitability analysis and yield improvement recommendations for nominated customers and countries at the request of Pricing Excom, GMB, Regional Boards, Commercial Excoms, etc. Advise senior management on key strategic growth and yield priorities, e.g., Radar Blue, Boost, etc.
1. Ownership of the development of creative pricing proposals for individual key customers
- Identify customers for deep-dive analysis and strategic pricing actions based on data analytics and reporting, or at the request of GMB/CSI/MNC/Country.
- Gather data, including from on-site cost audits, to understand why profitability issues are occurring and identify opportunities to resolve them.
- Produce a comprehensive profitability summary with margin improvement recommendations.
- Produce detailed and creative pricing plans to resolve margin issues, retain the customer, and grow the business.
- Prepare concise internal and external documents/presentations to explain and justify pricing changes.
- Liaise closely with GCP and Tender to ensure compliance with existing processes and approval chains.
- Work closely with country pricing/sales teams to ensure clear and actionable proposals are prepared.
- Attend customer presentations/negotiations to put forward pricing proposals and act as pricing expert in front of customers (some travel may be required).
- Provide follow-up and impact analysis to relevant stakeholders.
2. Manage Yield Improvement/Growth Programs
- Based on GMB/regional/country board or other SMT requests, lead the design, development, and execution of a changing array of yield programs
- Includes, but not limited to, red & yellow cards, boost/accelerator/Eagle, GSRT margin setting, etc.
- Design the structure of the program, targets, and system requirements.
- Ensure rapid deployment of such programs and buy-in at all levels necessary, up to and including GMB - set and adhere to project milestones and key deliverables - provide frequent updates on actual monetary (EBIT) achievements of such programs.
3. Costing SME within Pricing
- Must be a senior subject matter expert on costing, profitability, and the algorithms used by INSIGHT X.
- Participate in the development and enhancement of DHL costing systems to maximise usage and financial benefit for DHL Express.
- Coordinate the production of pricing CpKs for use by many pricing tools, such as GSRT, Mango.
- Provide advice, guidance, and training to the pricing community on costing/profitability data and develop a wider understanding within pricing of the nuances of costing and margin information.
- Support global and regional initiatives which include a costing/profitability element, e.g., green card pricing, walkaway analysis, etc.
- A Bachelor's degree in Business Administration, Finance, Economics, or a related field; a Master’s degree is a strong plus.
- Exceptional analytical skills, paired with a solid understanding of business dynamics.
- Excellent interpersonal and communication skills — able to collaborate effectively with both internal stakeholders and external customers.
- In-depth knowledge of the DHL network and logistics industry, particularly at the regional or global level.
- Advanced understanding of DHL’s processes, products, and systems, especially in areas related to billing, costing, and pricing.
- The ability to work independently while also coaching and leading team members.
- You’re results-driven, respectful, and capable of meeting tight deadlines or navigating high-pressure situations.
- A proactive, motivating approach to ensure pricing proposals are implemented efficiently and effectively.
- A keen eye for detail, ensuring all customer-facing data is 100% accurate.
- Strong data science capabilities, including proficiency in analyzing large datasets using tools like MS Excel, MS Access, SQL, or Python.
- The ability to turn complex data into actionable insights.
- Solid presentation and negotiation skills, with a willingness to work in a diverse, international environment.
- At least 10 years of experience in an analytical, financial, or marketing function — ideally within costing or pricing at a cluster or regional level.
- A minimum of 5 years of experience with DHL Express, specifically in pricing and managing multi-country pricing offers.
- Experience in coaching or supervising team members is a plus.
- Fluency in English is required; additional languages are an advantage.
Please submit your application along with your CV and a copy of your highest educational degree (e.g., Bachelor’s, Master’s, or MBA certificate).
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DHL is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic
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