DHL Global Forwarding (DGF) is the world leader in air freight services and one of the leading providers of ocean freight services. Around 30,000 employees work to ensure we transport our customers of shipments by air or sea. DGF's logistics solutions span the entire supply chain, from the factory to the shop floor. This also includes special transport-related services.

As the experts in freight forwarding, we deliver 100% assurance to our customers via a mindset that’s always looking ahead to the next commercial opportunity, predicting the next potential issue, anticipating the next global trend.

Because at DHL Global Forwarding, Freight, we’re not simply about freight forwarding. We’re about forward-thinking ways to connect people – and improve their lives.

Job purpose

The Global Head of BC & Growth drives profitable growth across the Business Customer (BC) segment, covering Digital Business Customers (DBC), SME, and Strategic Business Customers (SBC).

The role translates strategy into clear, executable commercial direction across products, regions, sales channels, ensuring segmentation alignment, cohesive budgets and targets, and disciplined execution across all BC customer types.

Acting as a global sales-side partner, the role ensures consistent execution of the Sales GTOM (Global Target Operating Model) and enables solution-led, multi-product selling across AFR, OFR, CDZ, IP, and other products.

Its core mandate is sales success through clarity, orchestration, and execution, working closely with Sales Management to drive sales effectiveness, focus, and performance.

Principal accountabilities

BC Segment Growth & Product Collaboration

• Own the global commercial growth agenda for BC customers across DBC, SME, and SBC
• Act as the horizontal commercial partner across AFR, OFR, CDZ, IP, and other products
• Translate global strategy into clear BC segment priorities by customer type, channel, and region
• Ensure segmentation alignment across products, sales channels, and regions
• Drive cohesive growth plans, avoiding fragmentation and duplicated effort
• Enable sales teams to clearly understand:
• Where to focus by BC segment
• How to engage each customer type
• When and how to involve products

Sales GTOM Ownership, Alignment & Execution

• Act as global owner and champion of the Sales GTOM for all Sales
• Ensure consistent interpretation and disciplined execution across regions and sales channels
• Partner closely with Sales Management to:
• Establish and drive the global sales blueprint as per project plan
• Works closely with MNC to adapt and drive the Sales GTOM
• Ensure GTOM principles translate into daily sales behaviors, not just structures or governance
• Support regions with adoption, prioritization, and change management

Stakeholder Leadership & Program Ownership

• Act as key stakeholder and project leader for global initiatives linked to:
• BC growth
• Sales effectiveness
• GTOM execution
• Cross-channel and cross-functional alignment
• Work closely with Sales Management, Regions, Products, Digital, and enabling functions
• Directly responsible for the Digital Sales Function with 1 direct report
• Drive outcomes through influence, clarity, and alignment, not formal authority

Required Skills & Capabilities

• Strong commercial acumen and sales leadership mindset
• Proven ability to lead through influence in matrix organizations
• Strong understanding of segmentation, sales channels, and customer economics
• Ability to align budgets, targets, and incentives to strategy
• Strategic thinker with strong execution discipline
• Ability to simplify complexity and create clarity at scale
• Excellent stakeholder management and communication skills
• Confident engaging at senior and executive levels

Experience & Other Requirements

• 10–15+ years’ experience in global freight forwarding, logistics, or related industries
  Experience with multi-product, solution-led selling models
• Proven involvement in global sales transformations or GTOM-type frameworks
• Track record of success in large, multinational organizations
• Willingness to travel internationally (~30%)

Location

Prefered Bonn, but also flexible EU

RCS Grade

E

Your benefits

We offer excellent employee benefits, a competitive salary package and great development opportunities.

• Positive work environment: Our TOP EMPLOYER prestigious certification attests to our best-in-class efforts to attract and retain talent by fostering a positive work environment and encouraging personal and professional development among employees
• Comprehensive Benefits Package: We offer a comprehensive benefits package that includes health insurance, retirement plans, social counseling, generous corporate discount programs and other employee wellbeing programs.
• Global Exposure: Joining DHL Global Forwarding means being part of a truly global organization, providing you with the opportunity to work with diverse teams and gain exposure to international markets and practices.
• Work-Life Balance: We understand the importance of maintaining a healthy work-life balance, and we strive to provide a flexible work environment.
• Continuous Learning and Development: We invest in our employees' growth by offering training programs, coaching, workshops, and resources to enhance your skills and knowledge.
• Onboarding: Individual onboarding, training on the job, networking, a dedicated certified program.

Interested in this position? Just click on "Apply”!

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We are looking forward to your application.