Global Head of Airfreight Commercial Pricing and Strategy

DHL Germany; Bonn; Hybrid; EUR 85.000 - 110.000; Vollzeit

Zusammenfassung

A global logistics leader is seeking a Global Head of Airfreight Commercial Pricing and Strategy. This role involves defining and executing pricing strategies, leading strategic RFQs, and collaborating across teams to ensure profitability. The ideal candidate has over 8 years of experience, strong strategic capabilities, and excels in stakeholder management. This position offers a flexible work environment and comprehensive benefits to support work-life balance.

Leistungen

Comprehensive benefits package

Positive work environment

Work-life balance

Continuous learning opportunities

Family-friendly programs

Qualifikationen

• More than 8 years of experience in a relevant strategic role.
• Proven ability to define pricing strategies and lead global tenders.
• Flexibility to operate in a dynamic and competitive market.

Aufgaben

• Define and execute commercial pricing strategy for airfreight.
• Lead global strategic RFQs and tenders.
• Collaborate with cross-functional teams to ensure pricing alignment.

Kenntnisse

Strong strategic, commercial and analytical capabilities

Advanced proficiency in data interpretation

Excellent communication and presentation skills

Ability to manage and influence stakeholders

Strong analytical and decision-making capability

Jobbeschreibung

Role Title: Global Head of Airfreight Commercial Pricing and Strategy

RCS Grade: G

Location: Flexible

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

Drives top-line growth by defining pricing strategy, win themes, and competitiveness. Supports strategic customer decisions and opportunity pursuits to ensure global airfreight pricing is both commercially compelling and sustainable. This role leads the commercial pricing direction for the most critical global airfreight opportunities, shaping and approving pricing strategies for high-value tenders/RFQs. Working in close partnership with Head of Growth (Global/Region/Country), Sales Commercial owner, Bid Management Team (BMT), Product, Procurement, and Regional Pricing teams, the position ensures that all major bids are strategically positioned to win, competitively priced, and aligned with overall business objectives and profitability targets.

Principal accountabilities

• Lead Global Strategic RFQs and Tenders: Drive and define the commercial strategy and pricing approach for the AFR’s most important global and strategic airfreight opportunities. Ensure global alignment and consistency across regions in all pricing and commercial decisions.
• Define and Execute Commercial Pricing Strategy: Develop and apply customer-specific pricing strategies that align with business priorities, market realities, and profitability goals. Integrate market intelligence, carrier dynamics, and capacity considerations into strategic pricing decisions.
• Develop Win Themes and Value Propositions: Define and communicate clear win themes that articulate the AFR’s competitive strengths and differentiation in each opportunity. Partner with key stakeholders align pricing with solution design and customer requirements.
• Review on Global Priority RFQs: Serve as final commercial gatekeeper for global top-focus RFQs, reviewing pricing proposals to ensure competitiveness, strategic fit, and compliance with governance. Recommend adjustments to ensure balance between customer acquisition and margin protection.
• Support Strategic Customer Decisions: Provide commercial guidance and insight for key account pursuits and executive-level customer decisions. Contribute to customer negotiations by shaping competitive, value-driven commercial proposals.
• Cross-Functional Collaboration: Work closely with Head of Growth, Product Management, Procurement, Finance, and Regional Pricing teams to ensure pricing decisions are aligned with capacity, service, and financial parameters. Facilitate seamless coordination across global and regional stakeholders on major opportunities.
• Competitiveness and Market Intelligence: Continuously assess market trends, competitor behavior, and rate developments to maintain an informed view of global competitiveness. Translate market data into actionable pricing strategies and bid recommendations.
• Governance and Pricing Discipline: Enforce pricing governance standards and ensure adherence to global approval processes and commercial policies. Provide commercial oversight to maintain profitability discipline and mitigate pricing risk.
• Performance and Outcome Analysis: Monitor win/loss outcomes of strategic tenders/RFQs, capturing insights to improve future pricing strategies and competitiveness. Report key performance metrics to senior management and identify opportunities for continuous improvement.
• Leadership and Stakeholder Influence: Act as the global subject matter expert on commercial airfreight pricing and strategy. Engage senior leadership to influence commercial priorities, share market insights, and drive strategic alignment on key opportunities.

Stakeholders

• Head of Growth (Global/Region/Country) & Sales Commercial Owner & Bid Management Team (BMT): Align on strategy and pricing for global top-focused opportunities/tenders/RFQs.
• Pricing Teams (Global/Region/Country) & Product Teams: Coordinate pricing inputs and ensure competitiveness.
• Procurement (PCM)/ Starbroker: Balance cost, capacity, and profitability.
• AFR Executive Leadership – Advise on strategic commercial decisions
• Reports directly to VP/ Global Head of Pricing, AFR
• Manage experienced professionals who exercise latitude and independence in assignments

Knowledge and Skills

• Strong strategic, commercial and analytical capabilities with deep understanding of global AFR markets.
• Advanced proficiency in data interpretation, and financial modelling
• Excellent communication, presentation and negotiation skills with executive level presence
• Proven ability to manage and influence key stakeholders across regions and business units in a complex, matrix environment.
• Executes the global AFR commercial pricing & strategy by owning pricing direction and decision-making for top-focus RFQs, delivering measurable business results within a 12-month planning horizon.
• Operates in a dynamic and competitive global market, requiring strong analytical, commercial, and decision-making capability to balance customer needs, profitability, and market competitiveness.
• Influences and negotiates with senior internal and external stakeholders to secure alignment on strategic pricing decisions and drive successful commercial outcomes.

Experience Level: more than 8 years

Your Benefits

• Positive work environment: Our TOP EMPLOYER prestigious certification attests to our best-in-class efforts to attract and retain talent by fostering a positive work environment and encouraging personal and professional development among employees
• Comprehensive Benefits Package:We offer a comprehensive benefits package that includes health insurance, retirement plans, social counseling, 30 days paid vacation, generous corporate discount programs and other employee wellbeing programs.
• Global Exposure: Joining DHL Global Forwarding means being part of a truly global organization, providing you with the opportunity to work with diverse teams and gain exposure to international markets and practices.
• Work-Life Balance: We understand the importance of maintaining a healthy work-life balance, and we strive to provide a flexible work environment.
• Continuous Learning and Development:We invest in our employees' growth by offering training programs, coaching, workshops, and resources to enhance your skills and knowledge.
• Onboarding: Individual onboarding, training on the job, networking, a dedicated certified program.
• Family-friendly: The compatibility of family and work has many facets, such as childcare, care for family members. We have the DHL Kindergarten (5 in total), we offer support via PME family service for finding other day care like other Kidnergarten or Mother day care (Tagesmutter). Additionally, we provide social counseling services to further support our employees.

Your contact:

Priyanka Singh will be happy to answer your questions at [e-mail]

Interested in this position? Just click on “Apply”! We are looking forward to your application.

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