Director National & GMNC

DHL Group; Karachi Division; On-site; PKR 6,000,000 - 12,000,000; Full time

Benefits offered by this job

Career development

International exposure

Professional growth opportunities

Competitive benefits

Multinational client exposure

Job summary

DHL Express Pakistan is seeking a senior commercial leader to own the National Accounts and GMNC portfolio, drive revenue growth and profitability, and build strong executive-level partnerships with CEOs and senior Supply Chain leaders.

You will develop strategic account plans, oversee key negotiations and align with regional/global priorities while leading a high-performance National Accounts team in a dynamic, matrix organization environment.

Qualifications

• Experience leading national accounts and multinational customers in a B2B setting.
• Track record of revenue growth, profitability improvement and market share expansion.
• Ability to engage with CEOs, board members and senior leaders across functions.
• Experience working in matrix organizations and cross-functional teams.

Responsibilities

• Lead the National Accounts and GMNC commercial strategy to drive revenue growth, retention, profitability and market share.
• Own growth, retention and profitability of national accounts, driving revenue, shipments and gross margin.
• Develop strategic account plans aligned with country, regional and global priorities.
• Build trusted relationships with senior decision-makers and position DHL as a strategic logistics partner.
• Lead executive customer engagements, business reviews and strategic planning to strengthen loyalty.
• Oversee major negotiations, renewals and pricing to protect relationships while ensuring sustainable outcomes.
• Create industry-focused growth strategies and expand DHL's presence in key sectors.
• Govern governance of Global Multinational Customers and align local execution with regional/global plans.
• Provide leadership and coaching to the national accounts team to foster a high-performance, customer-centric culture.
• Drive retention, sponsorship and service recovery initiatives for strategic customers to ensure differentiated service.
• Collaborate with Operations, Pricing, Finance, IT and regional teams to deliver innovative customer-focused solutions.
• Establish forecasting, pipeline reviews and risk management for portfolio performance.
• Represent DHL at executive engagements, industry forums and commercial events.

Skills

Strategic account management

Executive stakeholder management

Negotiation & contracting

Leadership & mentoring

Education

Bachelor's degree

MBA or equivalent

Job description

YOU TACKLE FOR QUALITY AND GREAT SERVICE. THIS WILL IMPROVE THE LIFE OF OUR CUSTOMERS.

Would you like to become part of the world's most international company?

A company that pioneered cross-border express delivery in 1969 and is now active in more than 220 countries and territories worldwide. Do you want to be part of a company that connects people worldwide? And the more people we connect, the better life will be on our planet.

Do you want to make a difference? Then come to our "Insanely Customer Centric" Team and become a Certified International Specialist!

YOUR TASKS

• Lead the overall National Accounts and GMNC commercial strategy for DHL Express Pakistan, delivering sustainable revenue growth, customer retention, profitability and market share expansion.
• Own the growth, retention and profitability of the National Accounts and GMNC portfolio, driving revenue, shipment, gross profit and share-of-wallet performance.
• Develop and execute strategic account plans aligned with country, regional and global priorities, identifying opportunities across industries, products, customer segments and international trade lanes.
• Build and maintain trusted relationships with CEOs, Managing Directors, Supply Chain Executives and other senior decision-makers within key customer organizations, positioning DHL as a strategic logistics and supply chain partner.
• Lead executive customer engagement, business reviews and strategic planning initiatives to strengthen customer loyalty and long-term partnerships.
• Lead major commercial negotiations, contract renewals and pricing discussions, ensuring commercially sustainable outcomes while protecting customer relationships.
• Develop industry-focused growth strategies and identify opportunities to expand DHL's presence within strategically important sectors.
• Lead the country-level management and governance of Global Multinational Customers, ensuring effective execution of regional and global account strategies within Pakistan.
• Provide leadership, coaching and direction to the National Accounts and GMNC team, creating a high-performance culture focused on customer centricity, accountability and commercial excellence.
• Drive customer retention, executive sponsorship and service recovery initiatives to ensure strategic customers receive differentiated service and support.
• Collaborate closely with Operations, Customer Service, Pricing, Finance, IT/Digital and regional/global stakeholders to deliver innovative customer-focused solutions.
• Establish strong commercial governance through forecasting, pipeline management, strategic account reviews, risk management and portfolio performance monitoring.
• Represent DHL Express at executive customer engagements, industry forums and commercial events.

YOUR PROFILE

• Bachelor's degree required. MBA or equivalent postgraduate qualification preferred.
• 10 - 15 years of commercial leadership experience within a B2B environment such as logistics, supply chain, transportation, technology, FMCG, manufacturing or other complex solution-selling industries.
• Proven track record of managing strategic customer portfolios and delivering significant revenue growth and profitability improvement.
• Demonstrated experience leading large commercial, corporate sales, national account or key account management teams.
• Strong executive presence with the ability to engage, influence and negotiate with CEOs, Board Members and senior business leaders.
• Proven success managing large local conglomerates and multinational customer relationships.
• Strong commercial acumen with expertise in strategic planning, contract negotiations, customer retention and profitability management.
• Excellent leadership, communication, stakeholder management and influencing skills.
• Experience operating effectively within matrix organizations and cross-functional environments.

OUR OFFER

• Strong career support in an international environment.
• Great culture and colleagues.
• Opportunities to work with some of Pakistan's largest local and multinational customers.
• Ongoing professional and leadership development.
• Multifarious benefit program.