Summary
DP World is seeking a Global Director for Sales Enablement & Solutions in Freight Forwarding. The role will develop global customer propositions and sales plays, commercialise capabilities across DP World’s portfolio, and support regional and field sales teams with training, content and tools. It will also develop digital sales channels, establish KPIs and promote the adoption of effective practices across markets. Applicants should have a relevant bachelor’s degree, at least 10 years of international sales or commercial experience, strong freight-forwarding and solution-selling knowledge, and fluency in English; international travel is required as needed.
The posting
As published on dpworld.com. Pulled from the employer's site and shown as they wrote it.
Job Purpose:
The Global Director – Sales Enablement & Solutions Freight Forwarding is accountable for strengthening global sales execution, commercial excellence and selling solutions across DP World Freight Forwarding Sales.
The role drives the commercialisation of DP World’s broader capabilities across the customer and trade platform, translating solutions such as Control Tower, Trade Finance, Customer Visibility, Detention & Demurrage Monitoring, Stablecoin solutions and other emerging capabilities into scalable customer propositions and sales concepts.
The role also owns key sales enablement infrastructure, content, tools, standards and governance, and enables Regional and Field Sales teams to effectively identify and convert opportunities across the DP World portfolio.
A further focus is the development of digital sales channels and new routes to market, working closely with Marketing, Digital and Product teams to prepare the Sales organisation for evolving customer buying behaviours and future digital and automated customer interactions.
Key Accountabilities:
- Drive the commercialisation of DP World capabilities across the customer and trade platform, with VAS as the initial priority portfolio.
- Develop global sales concepts, customer propositions and sales plays for cross-capability selling across the full DP World portfolio.
- Identify opportunities to combine Freight Forwarding with capabilities such as Control Tower, Trade Finance, Visibility and other digital and financial solutions.
- Enable Regional and Field Sales through training, playbooks, guidance and direct support for strategic cross-regional and cross-capability opportunities.
- Own Sales Enablement content and knowledge, ensuring relevant commercial content is developed, maintained and made available through DP World learning and knowledge communities, including OpsX.
- Develop the digital sales channel and future routes to market, in close collaboration with Marketing, Digital, Technology and Product teams.
- Explore and prepare sales concepts for emerging forms of digital and automated customer interaction, including machine-to-machine / agent-based customer engagement.
- Establish relevant KPIs, monitor global adoption and effectiveness, and drive improvement with Regional Sales leadership.
- Capture successful customer use cases and replicate best practices globally.
General Leadership
- Represent DP World with senior external stakeholders and act as an ambassador for the organisation and its Principles.
- Promote collaboration across organisational and geographical boundaries and contribute to the continued development of DP World’s global Key Account Management model.
- Ensure activities are conducted in accordance with DP World’s Code of Conduct, Ethics policies and governance requirements.
Qualifications, Skills and Experience:
- Bachelor’s degree in Business, Logistics, Supply Chain, Sales or related field.
- 10+ years of Sales, Commercial Excellence, Sales Enablement or Business Development experience in an international environment.
- Strong understanding of Freight Forwarding, solution-based selling and digital sales models.
- Proven experience commercialising products, services or digital capabilities across multiple markets.
- Strong track record in cross-selling and building customer propositions across multiple capabilities.
- Strong stakeholder management and ability to influence across functions and regions.
- Excellent communication, training, presentation and analytical skills.
- Strong project and change management capabilities.
- Fluent in English; additional languages are an advantage.
- Willingness to travel internationally as required.