Regional Sector Head Aviation and Aerospace

Job Purpose

• Drive regional sector development in line with the global sector strategy and deliver accelerated, profitable growth across all commercial channels (CSI, MNC, BC and SBC).
• Lead the engagement and execution of the DGF sector strategies at a regional level for a specific sector.
• Drive the sector strategy & execution at Regional level.

Typical Business Titles

Regional Sector Head [Sector Name]

Differentiator

• Development of Regional plans to achieve short- and medium-term strategy targeting growth in not only the core Air & Ocean business but include strategies for solutions specific for your respective sector.
• Balance near-term growth from the existing sector base with future development, including new-logo acquisition and higher-margin opportunities.
• Build strong links across the DHL Group network and actively drive cross-BU collaboration around customer solutions, joint initiatives and growth synergies.

Key Tasks

Global Sector Strategy & Playbooks

• Translate the sector strategy into a clear annual growth plan, with measurable targets aligned across global, regional, and country levels to ensure disciplined execution.
• Drive alignment and execution across regional and country teams against one sector strategy, clear priorities and agreed growth targets.

Capability/Solution Development

• Ensure close cross-product collaboration with Ocean, Air, Road, IP, and Customs Brokerage to define solution requirements and deliver integrated cross-border end-to-end offerings.

Sales Performance

• Own sector growth performance, including profitability, volume and growth targets, ensuring sustainable and value-driven development across all channels.
• Drive execution through clear governance, KPIs, transparent reporting and disciplined follow-up.

Customer Growth Enablement

• Define sector customer and opportunity priorities across global, regional and country levels, working through the relevant sales-channel owners to accelerate growth.
• Provide sector expertise and senior support for strategic deals, new-logo pursuits and must-win opportunities.
• Shape the sector approach for complex, multi-country RFI/RFQ and tender processes, ensuring the value proposition and pricing strategy align with regional and global frameworks.
• Engage with priority customers to strengthen sector insight, validate the value proposition and support strategic growth opportunities.

Sector Expertise

• Build and leverage deep sector and customer insights to inform strategy, prioritization, and competitive positioning.

Customer-Centric Marketing & Events

• Partner with Marketing to develop and align on a robust, customer-focused go-to-market strategy and shape a compelling, sector-specific customer value proposition.

Performance / KPIs

• Customer satisfaction.
• Achieving budges and targets.
• Accurate & complete revenue reporting.
• Deliver aggressive growth.

Stakeholders

• Influence others outside of own job area regarding policies, practices and procedures.
• Develop strong, trusting relationships with business leaders across DHL.
• Cooperate with and coordinate 3rd parties e.g. external service providers.
• Advise customers and key stakeholders on processes, systems and tools.

Knowledge, Skills, Abilities, Education and Experience

• Market awareness of sector performance.
• Commercial analytics, pipeline visibility and opportunity prioritization.
• global/regional/local sector growth.
• Hands-on working with regional countries and global to implement solutions.
• 10+ years FF experience.
• 10+ years experience within commercial function
• 5+ years in business development role or Commercial Role.
• 10 years seniority with a certain level of rank enabling to provide a steer in a matrix organization as well as communicating at senior management level.
• Proven successful sales/business development, with solid demonstrated commercial skills within freight forwarding.
• Understanding of the sector constraints.
• Freight forwarding knowledge / experience.
• Ability to operate in a matrix organization.
• Outgoing and structured with some attention to details.