£170M renewal secured. Marketing function rebuilt for growth.
Strategic account engagement that protected and expanded the most critical client relationship. GTM strategy and marketing function redesigned to operate at the pace of a fast-growth logistics business.
secured
Marketing rebuild
A critical relationship at risk. A marketing function that couldn't move at the pace the business needed.
The renewal of a key strategic relationship required a different level of commercial engagement than DHL's marketing function was equipped to deliver. At the same time, the broader marketing operation needed to be redesigned, from campaign execution to operating model, to support the commercial ambition.
Strategic account engagement + marketing operating model redesign.
Strategic account renewal programme
Designed and ran the commercial engagement strategy for the £170M renewal. Stakeholder mapping, executive engagement programme, and value proposition tailored to the renewal negotiation.
Marketing function redesign
Rebuilt the marketing operating model: team structure, campaign architecture, channel mix, and the metrics that connected marketing activity to commercial outcomes.
GTM strategy and commercial narrative
Defined the commercial narrative and positioning for DHL's growth segments. Built the messaging architecture that aligned marketing campaigns to the sales team's priorities.
Sales and marketing alignment
Established the operating cadence, shared definitions, and handoff process that aligned the sales and marketing teams around a single commercial objective.
Renewal secured. Marketing rebuilt to sustain it.
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