Tender & Business Support Manager, Global MNC MENA

• Lead, manage and develop tender management in MENA ensuring a high success rate in winning and implementing tenders to meet the revenue targets for MNC Customers (Global and Regional), GFPS, CSI customers in MENA. Engage all key stakeholders to ensure a timely and quality driven response.

• Ensure accurate and on time launch of customer contract implementation. Coordinate with countries to make sure that the implementation is done correctly within the defined SLA.

• Lead the day-to-day management of Global and Regional MNC customer programs, business planning and reporting, help develop bespoke regional solutions in conjunction with RCMs and COG.

• Drafting of Standard Operations Procedures (SOPs), Service Level Agreements (SLAs) and customer-related communications, performance monitoring and any other requests that is a part of the after-sales environment.

• Support RCMs with business reviews for MNC Customers to make sure customer loyalty and retention is maintained.

Your Tasks:

Customer: External Business Roles:

• Ensure that Tender Management meets the response requirements of our customers.

• Participate in Customer Meetings with the Commercial Team in order to obtain a detailed understanding of customer’s requirements and or to provide detailed information about the DHL solution. Recognizing that DHL Commercial Team is the ultimate owner of all RFQ”s.

• Address customers’ questions and requirements throughout the Tender Process and presents clearly and completely DHL solutions designed for the customer

Internal Functional Roles:

• Ensure the tender team meets the support requirements of the internal stakeholders, being RCMs, Global Heads of MNC and GFPS, SPL Managers and National Customers from countries in the region.

• Communicate tender strategy to all internal stakeholders

• Manage the relationships with all internal stakeholders

• Support the Regional Customer Manager by providing a solution relevant to the customers’ transportation and or logistics requirements

• Maintain professional and good relationships with all internal stakeholders

• Ensure achievement of performance and revenue targets across respective sales channels

• Work with Regional and Area Customer Operations Manager

Stakeholder: Internal:

• Support Global and Regional Customer Managers, Director of Global Financial Services, SPL Managers and National Account Managers in responding to multi-country tenders.

• Leverage customer industry solutions in MENA, based on previous tender responses

• Engage and empower National Sales Managers in MENA countries to understand and apply the regional tender process to their local tenders and requirements.

• Share Best Demonstrated practices & engage with the MNC Global tender teams in the creation of a harmonized approach for Global Tenders

Internal Business Role:

• Utilize and leverage sales activity management tools to ensure optimal inputs into the sales process.

• Successful conversion and implementation of new business in line with the proposal submitted and accurate capture of all terms and conditions agreed.

• Compile quantitative data and qualitative data for the weekly Tender Review Board (TRB)

• Keep a list of all submitted RFQ’s and RFI’s as well as submitted bids and continuously monitor the evolution of previously submitted RFQs.

• Provide MNC MENA Reporting and Tender MENA Reporting on a monthly basis.

Process: RFQ Support Activities:

• Lead and coordinate tender process to ensure on time consistent, relevant and highly competitive business propositions

• Support RCM’s and Global Customer Managers by making a go/no go decision, so resources are used with maximum effectiveness

• Team building; involving the required functional experts, regions, countries and business units and facilitate alignment between team members

• Define the right standard product mix meeting the customer requirements together with the functional experts and other required stakeholders

• Utilize the Global Tender database as a way to manage the flow of RFQ’s and engage all team members in the alignment of Pricing strategy on Global RFQ’s

• Adhere to regional guidelines for pricing and margin management.

• Support the Bid Owner during the selling/negotiation process by providing information, detailed product & process documentation and re-working the tender and pricing analysis.

• Initiate support from regional support functions (operations support, pricing, logistics, IT solutions) to provide the most cost effective non-sales support for all customers as required.

Business Support Activities:

• Initiate all MNC monthly reporting including MNC Country packs, MNC Flash Report and regular reporting for after-sales MNC activities

• Proactively support where and when required including, customers QBR preparation, SOP drafting and overall aftersales alignment.

Your Profile:

• Knowledge of Supply Chain, Transportation, Operations.

• 2-3 years of Experience in sales/tender Management environment

• Knowledge of DHL Products

• Experience in project and process management

• Experience in International environment

• Knowledge of the Logistics Industry

• Business degree or university background in Economics / Mathematics/Logistics

• Project Management training

• MS Office , Excel, Access, Power Point.

• Excellent command of English, multi-language preferred

• Solid analytical and strategic thinking

• Good communication and negotiation skills.

• Fluency in English (written and oral) is essential, other languages will be an advantage.

• Super user of MS Access, MS Excel and MS Power Point.

• Capable of objective decision-making.

• Sharp eye/flair for figures and detail-oriented

• Proven experience in hands-on project management and multi-tasking

• High cross cultural skills with proven experience in working successfully in a multi-cultural environment

• A qualified and experienced trainer

• Commercially minded and ability to create a positive image with DHL customers

• Strong initiative and high achievement drive

• Strong understanding of commercial processes is a requisite

• Ability to work in a global team

• Ability to integrate and work successfully in diverse cultures and environments.

• Willingness to travel as required.

Our Offer:

• Strong career support in an international environment.

• Great culture and colleagues.

• Multifarious benefit programm