Chief Commercial Officer, Mekong Cluster

5 months ago


กรงเทพมหานคร, Thailand DB Schenker Full time

At DB Schenker, you are part of a global logistics network that connects the world. A network that allows you to shape your career by encouraging you to contribute and truly make a difference. With more than 76,000 colleagues worldwide, we welcome diversity and thrive on individual backgrounds, perspectives and skills. Together as one team, we are Here to move.

**About The Job**

This is a leadership role functional reporting to the CCO, Region APAC & geographical report to the CEO, Cluster Mekong.

This role is to lead the Cluster Mekong Commercial & Commercial Planning
- Responsible to grow revenues and volumes with Corporate Accounts (CA), Regional Accounts (RA), National Accounts (NA) and Local Accounts (LA) in the Cluster
- Define and implement the strategic plan and sales targets reflecting BU strategies and growth priorities
- Drive Unleash and other strategic BU initiatives with relevance for KAM business (e.g., price increases, sustainability products and solutions, digitalization)
- Moderate and drive cluster promotion and demotion process of accounts of Key Accounts Management and v.v. in alignment with BUs
- Disciplinary lead Cluster Tender Management and CRM/Performance Management
- Support Cluster CEO in regarding to performance management of Key Account teams.

The CCO is required to have Strong Leadership experience, network and the ability to interpret a strategy into a team vision and mission through a corresponding plan, logical actions to drive and achieve the desired results.

**Responsibilities**:

- Individual / Accountability
- Define and lead cluster growth initiatives, lead regional/global initiatives in the cluster
- Drive vertical strategies on cluster level
- Define team targets and manage team performance (incl. target agreements, performance reviews)
- Establish standards for key account management and commercial planning (incl. CRM, training, reporting)
- Ensure compliance with internal processes (payment terms, tender management, compliance, etc.)
- Organize cluster sales and customer events
- Shared / to be informed
- Global Commercial and BU strategy
- Key interfaces / to be consulted
- All relevant Commercial Planning / Key Account Management Mekong topics.
- Decision powers:

- Own:

- Decide on cluster lead for CA, RA, NA, LA in alignment with regional Commercial team
- Allocate top-down growth targets
- Ensure staffing of key positions in the cluster talent development and succession planning
- Influences / needs to be consulted:

- Create effective support setup for business development, implementation, customer services
- Act as escalation point for customer issues related to CA/RA/NA/LA
- Management forum participation:

- Cluster Management Team (CMT)
- Mekong Sales Meeting
- Key internal stakeholders:

- Cluster Management Team
- Regional Commercial team (CCO, VM/KAM Heads, Commercial Planning)
- Global Commercial incl VM Heads, Comm. Planning
- Key external stakeholders:

- Top customers in Cluster (Corporate Accounts, Regional Accounts, National Accounts, Local Accounts)
- Budget, revenue, spend, etc.
- Cluster Budget for Revenue, Volumes and Cost regarding Commercial
- Parameters for success:

- Achieve cluster volume and revenue targets with CA, RA, NA and LA
- Cost/efficiency
- Manage cost (salary levels, opex esp. travel)
- Achieve headcount targets (incl. Unleash savings measures)

This position requires the following key attributes;
- + Leadership in an international matrix organization

+ Knowledge of logistics market of customer industries

+ Consultative selling in B2B

+ Managing internal stakeholders (incl. regional board)

+ Building customer relationship (C-level)

+ Analytical, presentation and moderation skills

**Proficiency level regarding cultural & transformational amplifiers**

+ Highest level (Unleash with massive impact on Commercial team, role is key to keep focus on customers and business, and mitigate risk to lose key people)



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