Head of AFR Growth

DHL Global Forwarding (DGF) is a leader in managing the flow of goods and information across global supply chains, utilizing air, ocean, and ground transportation, customs brokerage services, and dedicated warehousing and distribution centers.

As part of DHL Group, the world’s leading logistics provider with operations in over 220 countries, we are committed to excellence and growth.

The Country Air Freight Growth Head and Pricing Manager is responsible for leading Air Freight growth initiatives and pricing strategies within their country/ cluster.

This role guides The Pricing strategy to achieve growth ambitions, drives execution at the stations, and implements relevant value propositions and solutions.

The individual will align and set a clear direction for growth in collaboration with The Marketing & Sales organization, manages the product commercial organization, and ensures pricing competitiveness and profitability across all air freight products.

You Will lead a team of pricing professionals and oversee the development, execution, and governance of pricing in a country, from spot quoting to tenders.

Will be responsible for ensuring pricing competitiveness, profitability, and alignment with global trade and commercial objectives.

Primary Responsibilities:

Volume Growth & Tender Management



* Drive volume growth across all air freight products in coordination with station management and Country/Regional Product Heads


* Drive risk-taking analysis and proposals to deliver strategic growth targets


* Drive ship-to-profile on tender business


* Oversee all tenders run through the country/cluster ACC as part of the global and country RFQ process, ensuring efficient execution with stakeholders.


* Set competitive pricing and manage rate setting across global, regional, and country-level business.


* Spearhead RFQ analytics to improve win ratios and drive country-led RFQs to increase growth.


* Lead local contract negotiations and manage supplier performance.

Team Leadership & Management



* Lead, mentor, and develop a team of pricing specialists, fostering a high-performance culture.


* Allocate resources and set priorities to support pricing requests, tenders, and strategic projects.


* Provide coaching and career development support to ensure team growth and operational excellence.

Strategic Pricing Management



* Define and execute local and regional pricing strategies in coordination with Regional PCM.


* Analyze trade lane performance and customer profitability to optimize pricing models.


* Drive process improvement initiatives to support profitable growth.

Stakeholder Engagement & Collaboration



* Partner with Sales, Trade Lane Managers, Carrier Management, and Product teams to align pricing with commercial objectives.


* Act as a key pricing advisor to senior leadership and cross-functional stakeholders.


* Build and maintain strong relationsh...