Ocean Reefer Manager Benelux @ DHL Group

Job Purpose

The Benelux Ocean Reefer Manager owns the Benelux P&L for Ocean Reefer. The role develops and executes the Benelux Reefer Product Strategy and customer centric offerings, in collaboration with Sales, Operations, and Trade Management, driving product strategy and commercial performance for Reefer at DHL Global Forwarding.

Key responsibilities

growing DGF market share in reefer within the OFR portfolio; managing new client implementation with IMPAT and account management; handling yield management and pricing; and ensuring contractual KPIs and service quality are met, while supporting growth with strategic accounts.

Reports to

The Reefer Manager Benelux reports to the Head of Ocean Freight Netherlands. The Reefer Manager Benelux leads the team of Reefer Specialists in both the Netherlands and Belgium.

Differentiator

This position requires extensive experience in the specific Benelux Reefer sector with a strong customer-oriented business acronym and understanding of the value drivers in the global cold chain. The Benelux Ocean Reefer Manager will leverage strong analytical skills, market insights, and customer engagement to shape the future of the Reefer Business, ensuring that DHL Global Forwarding maintains a competitive edge in the market.

Key Tasks

• Ocean Reefer Strategy: Develop and implement the Benelux Reefer Business Plan and Reefer strategy, ensuring delivery of volume and revenue targets in line with the regional and global reefer strategy.
• Customer Onboarding: Engage with relevant stakeholders to ensure a smooth transition and understanding of processes for customer onboarding. Provide necessary inputs to customers and internal teams to facilitate effective service delivery. Conduct initial meetings to align expectations and project objectives, ensuring all stakeholders are informed and engaged.
• Sector Focus: Stay informed of specific trends, regulatory changes, and competitive activities in the Reefer sector to inform strategic decision-making and product development. Analyse and share findings with the country teams and global ocean reefer team to ensure these are build in to the value proposition and growth strategies across the global reefer community.
• Forecasting and Sales Planning: Ensure proper methodology is being implemented for preparing the seasons and in close cooperation with the Global Reefer Trade Manager and Benelux Trade Teams deliver solid forecasts to the Ocean Carriers.
• Procurement: Lead local procurement and negotiations with Ocean Carriers if needed based on agreement with the Global Reefer Trade Manager. Implements purchasing policies with carriers, transport suppliers, cold storage facilities, etc., in line with global DPDHL policy.
• Financial Management: Optimize P&L, and implement financial controls across all activities for the Benelux Ocean Reefer Business to ensure targets are delivered in line with the budget.
• Identify and Optimize Profit Leakage: Analyse customer accounts to identify up traders, down traders, and Beneluxs of profit leakage within the sector. Implement strategies to optimize GP/TEU.
• Sales and Pipeline Management: Actively support sales by visiting and advising customers on suitable Reefer solutions in collaboration with the DHL network and Field Sales. Implement and maintain a robust sales pipeline management system for the reefer business that tracks opportunities from initial contact through to closing, ensuring visibility and accountability at each stage of the sales process. In close cooperation with commercial counterparts review and analyse the sales pipeline to assess the health of opportunities, identifying bottlenecks and implementing corrective actions to increase sales wins.
• Engage Sector Heads and Key Account Managers: Collaborate with the CSI/MNC sector heads and key account managers to understand market dynamics, customer requirements, and competitive landscapes. Foster strong relationships to ensure alignment on growth strategies and customer engagement efforts.
• Attend Trade Fairs and Conferences: Plan attendance in the relevant Reefer fairs and conferences to ensure capturing of sales leads, build relationships, and provide subject matter expertise. Utilize these opportunities to enhance brand visibility, gather market intelligence and build global Reefer Team.
• QBRs and RFQs: Keep track of and support relevant account managers in the planning, preparation, and execution of Quarterly Business Reviews (QBRs) and Requests for Quotation (RFQs) and assist if required for customers controlled in the region.

Stakeholders

• Internal: Global/Benelux/Country Product Management, Sales, Marketing, Operations, Finance, Key Account Managers, and Trade Management Teams.
• External: Customers, Industry Associations, Regulatory Bodies, and Trade Fair Organizers.

Management Responsibility

• Lead and manage cross-functional teams to develop and execute the Benelux Reefer Business plan, growth strategies and development of end-to-end value propositions. Provide guidance and support to team members to achieve performance objectives.

Qualifications & Key Requirements

• Extensive knowledge of the freight forwarding industry; at least 7 years of experience with the maritime Reefer product.
• Higher professional (HBO+) or university (WO) level of working and thinking.
• In-depth knowledge of and experience in the reefer sea freight market regarding customers, carriers, suppliers, etc.
• Proven experience in product management, business development, and customer relationship management is essential.
• Customer-oriented, with a sales focus covering the entire Benelux market.
• Strong leadership and team management skills.
• Excellent analytical and problem-solving abilities.
• Proven track record in product development and commercial strategy.
• Exceptional communication and interpersonal skills, with persuasive abilities.
• In-depth knowledge of cold chain logistics
• Ability to drive customer engagement and relationship management.
• Proficient in Excel and PowerPoint, with strong numerical and analytical skill