Job Description

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ABOUT THE BUSINESS:

We are the leading provider of worldwide smart end-to-end supply chain logistics, enabling the flow of trade across the globe. Our comprehensive range of products and services covers every link of the integrated supply chain - from maritime and inland terminals to marine services and industrial parks as well as technology-driven customer solutions.

We deliver these services through an interconnected global network of 295 business units in 78 countries across six continents, with a significant presence both in high-growth and mature markets. Wherever we operate, we integrate sustainability and responsible corporate citizenship into our activities, striving for a positive contribution to the economies and communities where we live and work.

Our dedicated, diverse and professional team of more than 97,657 from 158 nationalities are committed to delivering unrivalled value to our customers and partners. We do this by focusing on mutually beneficial relationships - with governments, shippers, traders, and other stakeholders along the global supply chain - relationships built on a foundation of mutual trust and enduring partnership.

We think ahead, anticipate change and deploy industry-leading digital technology to further broaden our vision to disrupt world trade and create the smartest, most efficient and innovative solutions, while ensuring a positive and sustainable impact on economies, societies and our planet.

KEY RESPONSIBILITIES:

• Formulate the Market Access capability's strategy aligned to DP World group strategy and KPI's priorities that run across the other DP World verticals
• Set strategic direction for the Group Market Access capability, cascading into the strategic priorities for regional Market Access verticals
• Demonstrate the ability to translate a pillar level strategy into tangible regional and country business plans
• Establish and align the Market Access structures, standards and capabilities to ensure that it supports and enables the Capability's objectives and strategy, and drives a high performing team
• Establish Global relationships and agreements with Global principals that create value for both the principal and the end user of the product
• Lead key customer relationships and serve as the expert for Market Access solutions to identify and understand the opportunities, challenges and potential partner priorities to establish mutually beneficial partnerships/commercial relationships
• Develop, maintain and drive a business development plan and sales pipeline for the Market Access vertical and establish a robust monthly business development and sales process over a 3 to 5 years horizon in existing and targeted geographies
• Prepare and present monthly progress reports on sales and solution performance and activities
• Influence and manage the sales cycles in the different regions, and take the lead in positioning and selling DP Word solutions
• Align appropriate sales opportunities and manage lead and demand generation to meet business and financial objectives
• Establish customer and sales feedback loops to synthesize feedback and consolidate solution requests, providing specific requirements and driving follow-up actions, communications and collaboration
• Build core content and compelling assets to articulate buyer value, industry use cases, competitive differentiation, and benchmarking
• Expand and grow Market access vertical beyond Consumer and Healthcare and be seen as the SME for these verticals
• Drive growth and expansion in existing and targeted geographies, and build necessary capabilities in order to meet client needs and attain Logistic Pillar objectives and targets
• Enhance and expand Market Access solutions, including channel development and expansion, route-to-market development, building existing product categories and industry expansion
• Lead Market Access channel development and demand generation by leveraging existing pillar and group capabilities to provide a broader supply chain offering in fulfilling customer requirements
• Enhance and expand sourcing and procurement framework to leverage and expand existing
• Continuously evaluate industry, market and technology trends to assess the potential impact on sales and business opportunities. Make recommendations and drive key projects to leverage opportunities
• Proactively identify and manage business uncertainties and opportunities, and the implementation of action plans to mitigate risks
• Establish sales budgets and territories and manage and evaluate performance against set budgets
• Formulate Market Access budget to ensure that the strategic deliverables are adequately budgeted for
• Ensure effective fiscal management in compliance with Logistics Pillar standards
• Analyse monthly financial performance indicators and trends, make necessary adjustments to ensure profitability for the pillar, and submit required reports timeously
• Partner with regional leadership to ensure the Market Access talent pipeline is proactively managed, labour capacity is adequately forecasted for, and takes into consideration growth and succession planning
• Drive the development of a healthy, high performance culture across the Market Access capability, in alignment with DP World cultural objectives.
• Ensure, and assume ultimate accountability for the implementation of continuous improvement, health, safety and sustainability best practices for the Market Access capability
• Interpret and ensure compliance to regulatory requirements across all group operating entities
• Design and set the operational excellence standard for the Market Access capability, contributing to, and implementing continuous process improvement throughout all areas of the business

QUALIFICATIONS, SKILLS & EXPERIENCE:

In order to give credible support to the organisation and be successful in this role, the ideal candidate will have the following:

• Relevant Post graduate degree
• 10+ years' experience with related sales and account management experience in existing and targeted geographies
• 8+ years' in a similar or senior executive role for a global supply chain multinational
• 5+ years' experience in a similar role of a multinational organization
• Demonstrated success introducing existing and new/emerging solutions into various countries/regions/industry verticals
• Experience performing in a matrixed organisation
• Thorough understanding of logistics and supply chain industry
• Strong strategic thinker
• Strong business and commercial acumen
• Fluent in English, other languages a plus

• Act as an ambassador for DP World at all times when working; promoting and demonstrating positive behaviours in harmony with DP World's Principles, values and culture; ensuring the highest level of safety is applied in all activities; understanding and following DP World's Code of Conduct and Ethics policy
• Perform other related duties as assigned

JOB CONTEXT;

• Strategic
• Focuses on market access solutions across the logistics pillar and drive alignment with regional capabilities
• Shows visionary thinking and demonstrates expert knowledge
• Sets long-term strategic goals and helps shape the future of the business unit (or region)