DHL Express Middle East
Regional Head of Commercial – Industrial Projects MEA
- Permanent
- Dubai, United Arab Emirates
- Experience 5 - 10 yrs
- Urgent
Job expiry date: 10/10/2025
Job overview
Date posted
26/08/2025
Location
Dubai, United Arab Emirates
Salary
AED 30,000 - 40,000 per month
Compensation
Comprehensive package
Experience
5 - 10 yrs
Seniority
Senior Manager
Qualification
Professional qualification
Expiration date
10/10/2025
Job description
The Regional Head of Commercial – Industrial Projects MEA at DHL Global Forwarding leads the commercial function for the region, functioning as the lead for pricing while serving as conduit between Sales, Business Development, contract management, implementation, and operations. The mandate includes developing and executing functional strategy to enhance responsiveness to customer needs, improve competitive positioning, and maximize EBIT in line with corporate strategy, financial and operational objectives, and group policies. The role requires design and implementation of commercial and pricing models, tools, systems, and processes, ensuring effective commercial decision-making and alignment with contractual obligations. Responsibilities span strategy development, market research by geography, market segment, project sector, and customer group, as well as assessment of positioning and value proposition. Oversight includes proposal development, coordination of RFQ analysis, periodic pricing reviews, embedding world-class practices, and leading improvement projects. The position demands extensive stakeholder engagement, negotiation with third parties, influencing senior leaders, and championing cross-functional cooperation. Management responsibility covers leading multiple teams of managers, senior managers, and executives, while developing long-term organizational and talent plans. Additional elements include exposure to comprehensive training, mentorship from senior freight forwarding professionals, international travel opportunities, and development programs, with the role embedded within DHL Global Forwarding, part of Deutsche Post DHL, the world’s leading logistics provider.
Required skills
Key responsibilities
- Develop strategy and lead its implementation to improve commercial responsiveness and pricing accuracy across countries in the region
- Work with Business Development, Sectors, RFQ Management, and Countries to understand customer needs and prepare for opportunities
- Assess company positioning and value proposition with market research by geography, market segment, project sector, and customer group, and make recommendations
- Review processes, policies, systems, and tools to align with regional/global strategy, financial and operational objectives, and group policies
- Oversee proposal development and commercial/pricing strategies to meet customer needs, enhance competitive position, and maximize EBIT
- Ensure commercial proposals comply with contractual requirements and lead contractual negotiations in line with business strategy and company guidelines
- Lead design and implementation of commercial/pricing models, tools, systems, and processes for value-driven decision making
- Coordinate analysis of RFQ requirements, internal and external market conditions, market shares, and business goals to identify improvements
- Conduct periodic pricing reviews to ensure adequate business support and regional/global initiative alignment
- Contribute to award implementations ensuring visibility and understanding of price change levers
- Conceptualize, direct, and lead key improvement projects in commercial/pricing management
- Introduce and embed world-class practices in commercial/pricing management and knowledge sharing at regional and country level
- Develop strong, trusting cross-functional relationships with senior DHL business leaders and external stakeholders
- Lead multiple teams of executives, directors, and managers, and develop 1–5 year organizational and talent plans
Experience & skills
- Possess outstanding communication and negotiation skills with focus on outcomes
- Demonstrate proven ability to build and manage relationships
- Have more than 8 years of experience in the industry
- Ensure sound understanding and strong knowledge of industry workings
- Exhibit strategic thinking, persuasiveness, systematic problem solving, and achievement orientation
- Be proficient in Microsoft Office applications
