Job Purpose:
Manage, develop and expand the Station freight forwarding and logistics business, provide direction and leadership, responsible for ensuring profitable growth, identifying sound investments, maintaining satisfactory cash flow and market leadership, and the establishment of industry leading service standards and optimum utilization of business assets/human resources, training and developing people to fulfil organization expansion, building up and maintaining good relationship with local related government bureaus to create more business channels, all above in accordance with the country business strategy and local business environment. Training and developing people.
Main Accountabilities
Customer
External: Key and Strategic Customers
Lead in performance improvement engagements and strategic customer interfaces with top revenue customers
Liaise at the appropriate level to ensure customer retention, development and growth of new business
Act as “focal point” for escalated issues
Drive issue prevention & resolution for key and strategic customers
Identify and develop potential, sustainable customer relationships
Play an active role in supporting top level sales activities, being involved in large scale and strategic sales pitches
External: All Customers
Enable and facilitate the provision of services that meets or exceeds customer expectations and differentiates DGF from the competitors
Internal: Country Manager/Managing Director
Provide advice/information on Station business environment to facilitate business performance review & evaluation
Work with Country Manager/Managing Director to define and deliver business strategy to achieve sustainable business growth in Station
Constantly scan the market to identify emerging trends and viable ventures/investment opportunities
Develop and agree Station business targets and KPIs
Stakeholder
External: Local Industry Groups, Government and Regulatory bodies and government leaders
Represent and promote DGF; establish contact with strategically important government officials/agencies, trade bodies and the general public in order to enhance DGF’s business opportunities, brand awareness and image as the industry leader
Internal: DHL Divisions and Business Units (BU)
Drive Station growth by leveraging synergies with other DHL divisions & Business Units
Interface with Country office and other departments in country with respect to country programmes
Participate and support cross-business unit programmes and activities which promote business integration and growth in value
Internal: Station Management Team
Lead the Station annual business planning process, challenging targets and assumptions provided
Review performance and jointly develop rectification plans to address shortfalls
Lead and direct the determination of short and long term strategies and market approach, ensuring alignment with regional guidelines
Work with the team to ensure achievement of business growth, revenue & profitability
Process
Business Planning
Explore and exploit Station growth opportunities
Define business strategy for realistic sales growth
Manage the annual planning process to ensure all departments develop aggressive but realistic plans that support the agreed strategies, maintain or improve market share and service levels
Ensure that the Station is sensitive to emerging customer, market requirements and competitive trends
Business Performance and Results
Ensure strategies and directions are clearly communicated and consistently implemented in Station
Ensure that the Station’s annual business plans in terms of revenue, DSO, EBITA and service levels are met and that appropriate and timely corrective actions are taken to rectify any variance
Enable and manage the achievement of service performance that meets or exceeds customer expectations and differentiates DGF from the competitors
Ensure that appropriate organization structure is in place to optimize Station business performance and achieve organizational consistency
Championing Improvement
Continually review and improve business processes to improve productivity and add value to DGF services
Manage the effective implementation and use of the appropriate technology in Station
Manage the improvement of Customer Satisfaction over time
Financial Management
Ensure the financial well being of the Station from a legal, statutory and DPWN perspectives
Set, review, and implement capital and revenue budgets
Ensure that cost control programmes are effectively implemented to manage costs
Ensure good capital and debtor management to improve liquidity
Requirements
Skills
Understanding of business strategies and focus
Good operation knowledge on major products (AFR/OFR/DOM/LMS)
Good knowledge about forwarding industry-international rules/local practice/market trend
Good knowledge about selling skill
Basic industry knowledge on DGF focused sectors
Basic financial knowledge-understand p/l report, budgeting, AP/AR, BCA
Basic HR knowledge - labor law, employee relationship, performance management
Good communication and interpersonal skill
Good presentation skill
Good negotiation skill
Good team building and people management skill
Good problem solving/process improvement skills
Strong implementation skill
Good stress management
Good sales activity leading capability
Good P&L performance management
Strong commitment to integrity
Experience
Expected years of experience (Minimum): 8 years & above, at least 3 years managerial experience
Educational Qualifications
Education & Certification: Bachelor Degree and above or equivalent
