EEMEA Regional Tender & Solutions Manager
DHL EXPRESS
Total des années d'expérience :6 years, 10 Mois
Lead, manage and develop tender management by providing commercial, strategy and pricing input to ensure a high success rate in winning RFQs each with average yearly revenue of 1.5M EUR and 30 countries in scope.
Support the implementation of successful tenders across the region with a focus on commercial accuracy.
Participate in customer meetings to obtain necessary input to define specific tailor-made customer solutions for Express Transportation and Express Logistics
Develop and maintain Regional RFQ materials, tools, templates and a knowledge library to support communication with customers and coach internal stakeholders.
Business Development plans for key selected global customers.
Business Process Support including training, reporting and internal consulting
Develop a market intelligence methodology to connect entrepreneurs and companies with the goal of fostering business social innovation using social media.
1. Successfully managed the implementation of Strategic Marketing Projects (SMP) in 5 of the top 20 countries and supported SMP deployment in 5 of the top 20-40 countries with bottom line improvements of 3% to 5%.
2. Built cooperatively with country senior management the short and mid-term pricing strategy including price changes, yield optimization projects and definition of new product positioning; that resulted in customer profitability improvement.
3. Kicked off and coordinated successfully the pricing market research for top five countries.
4. Led virtual project teams of 3 to 5 people and trained those members who required an update on tools and systems.
1. Completed the implementation of the SMP project in 6 countries per year that contributed with additional 5M EUR and 4 percentage points in profitability improvement.
2. Reduced the duration of pricing market research from 6 months to 4 months, by aligning timelines, requirements, inputs and outputs.
3. Created and managed at regional level the “Heavy Weights” campaign that resulted in 30% growth of shipments above 30 kg.
4. Took the lead as the pricing representative in the regional set-up of a new road solution implemented in Middle Eastern countries.
5. Enhanced the SMP methodology by standardizing the approach, tools and decision-making process while refining the Regional Pricing Guidelines.
1. Collected and analyzed market and competitor information to support the definition of country standards for pricing mechanisms and levels across 25 EU countries.
2. Analyzed internal country pricing performance in order to identify business issues and trends while producing compliance reports based on a set of KPIs.
3. Conducted reviews of existing DHL pricing structures and strategies, tariff proposals, discounting structures and price/service overlaps to make recommendations regarding the price positioning of DHL products.
4. Improved communication channels between European HQ and European Pricing Managers that resulted on follow up on progress and provide help on daily pricing work.
1. Executed all contracting and procurement processes with an approximate value of 20 USD million/year, from local and international suppliers based on company requirements.
2. Maintained strong working relationships with regional sales managers in order to optimize supply and stock of imported finished products and raw material.
3. Monitored and controlled all processes to ensure on time delivery, making sure all logistics and legal aspects were concluded as planned.
1. Constantly monitored and optimized null and slow movement level through proposal of immediate action plans. Initial actions resulted in a 25% decrease in stock.
2. Forecasted consumption of raw materials and finished products, liaising with several production plant chiefs and main distributors in the country.
3. Conducted budget expenditure control of several Business Units.
4. Executed financial assessment of small to medium scale projects within the department.
Computer Science and Information Tecnhnology degree in which I was awarded a degree with Honors due to my GPA. At the end of my studies I presented my final thesis called: "Organizational intervention of a small company via Information systems".
Industrial Engineering degree with emphasis on Operational Research and Finance. I was awarded a degree with Honors due to my GPA. I did an internship in Shell as Operations Trainee and by the end of my studies I presented my final thesis called: Feasibility study and proposal of a creation of a Research Center for SMEs within the University"