Global Reefer Route Development Manager

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

Develop & implement plans and processes on relevant trades to drive the locally controlled Reefer Perishable business as part of the OFR Growth structure, supporting the global commercial strategy for Reefer Perishables

Principal accountabilities

• Growth: Leads strategic growth initiatives across all Reefer Perishable products within the appointed trade(s), shaping the country growth plan in collaboration with local OFR and Sales leadership to ensure alignment with the Regional and Global Reefer strategies
• Commercial Focus: Defines commercial focus areas for local sales teams, including target customer characteristics, industry segments, and commodities. Personally engages in high-impact customer opportunities and supports strategic deal closure
• Growth Plans: Guides the development of country-level growth plans and go-to-market strategies from a trade perspective, ensuring they reflect differentiated Reefer Perishable value propositions and are supported by data-driven customer targeting
• Sales Campaigns: Owns and governs strategic Reefer Perishable sales campaigns, prioritization of must-win RFQs, investment proposals, and performance tracking. Ensures cross-functional alignment and resource commitment
• Strategic Customer Engagement: Leads strategic customer engagements, supporting the local organization with win strategies, pricing approaches, and executive-level customer meetings to drive conversion of key opportunities
• Conversion Rates: Oversees the realization for won business across countries, ensuring that commercial wins converts into actual volumes and revenue growth
• Trade Management Coordination: Maintains high-level engagement with Trade Management to ensure deep understanding of market developments, procurement conditions, and pricing competitiveness. Drives strategic input into pricing tools and databases (e.g., MTS)
• Network Selling: Drives global collaboration with Regional Reefer Manager and Reefe Trade Managers to ensure cohesive execution of trade plans across focus countries and regions and drive selling or end-to-end Value Propositions
• Pipeline Management: Leads pipeline strategy and governance, ensuring the pipeline reflects strategic focus areas and is robust enough to deliver required growth. Drives effective pipeline reviews with Sales leadership, focusing on velocity and conversion of high-value opportunities. This to be done in close cooperation with the Reefer Perishable Sector Head and Reefer Product Support function.

Skills

• Strong leadership and team management skills.
• Excellent analytical and problem-solving abilities.
• Proven track record in product development and commercial strategy.
• Exceptional communication and interpersonal skills, with persuasive abilities.
• In-depth knowledge of cold chain logistics
• Ability to drive customer engagement and relationship management.
• Proficient in Excel and PowerPoint, with strong numerical and analytical skill

Qualifications & Key Requirements

• Minimum of 5-10 years of experience in Cold Chain logistics for Perishables
• Proven experience in product manageme