Senior Manager Global Sales Standards And Performance Governance

Sales Productivity Manager

DHL Global Forwarding (DGF) is the world leader in air freight services and one of the leading providers of ocean freight services. Around 30,000 employees work to ensure we transport our customers of shipments by air or sea. DGF's logistics solutions span the entire supply chain, from the factory to the shop floor. This also includes special transport-related services. As the experts in freight forwarding, we deliver 100% assurance to our customers via a mindset that's always looking ahead to the next commercial opportunity, predicting the next potential issue, anticipating the next global trend. Because at DHL Global Forwarding, Freight, we're not simply about freight forwarding. We're about forward-thinking ways to connect people – and improve their lives.

Job purpose: Responsible for defining, aligning, and governing sales productivity standards, ROI expectations, and portfolio/channel structure globally across the sales organization. This role ensures that sales roles have clear performance thresholds, and that sales managers have the tools, expectations, and escalation paths to manage both high and low performers effectively. This role complements existing sales transformation & governance team by focusing not on reporting or incentives, but on ensuring commercial standards are defined, communicated, and reinforced through consequence management and operational governance.

Principal accountabilities:

• Define global productivity and ROI standards by role, segment, and sales function
• Govern portfolio allocations and channel specialization structures; conduct regular audits and challenge outliers
• Monitor performance thresholds and coordinate with HR/sales to manage low performer pathways and interventions
• Collaborate with sales analytics, CRM and sales operations teams to embed standards into dashboards, reporting, and incentives
• Develop and implement tools to support sales managers in consequence management (playbooks, checklists, etc.)
• Promote CRM discipline and data accountability across the global sales community; escalate chronic gaps
• Run governance cadence to review sales structural alignment, role clarity, and compliance with segmentation rules

Knowledge, skills, abilities, education and experience:

• Strong understanding of B2B sales structures, productivity metrics, and sales operations frameworks
• Skilled in defining and enforcing performance standards across complex, matrixed organizations
• Experience working with CRM systems and supporting data compliance efforts
• Strong interpersonal and influencing skills with ability to challenge constructively
• Capable of synthesizing insights from analytics and translating them into governance actions

Education level: Bachelor's degree in business, commercial management, or related field. MBA or advanced degree preferred.

Experience level: 8+ years in sales operations, sales effectiveness, or performance management. Experience working in global or multi-country sales organizations. Familiarity with CRM governance, target setting, and sales compliance processes.

Location: Bonn

Your benefits: We offer excellent employee benefits, a competitive salary package and great development opportunities. Positive work environment: Our TOP EMPLOYER prestigious certification attests to our best-in-class efforts to attract and retain talent by fostering a positive work environment and encouraging personal and professional development among employees. Comprehensive benefits package: We offer a comprehensive benefits package that includes health insurance, retirement plans, social counseling, generous corporate discount programs and other employee wellbeing programs. Global exposure: Joining DHL Global Forwarding means being part of a truly global organization, providing you with the opportunity to work with diverse teams and gain exposure to international markets and practices. Work-life balance: We understand the importance of maintaining a healthy work-life balance, and we strive to provide a flexible work environment. Continuous learning and development: We invest in our employees' growth by offering training programs, coaching, workshops, and resources to enhance your skills and knowledge. Onboarding: Individual onboarding, training on the job, networking, a dedicated certified program.