Pablo Ciano

Wildcard
DISC Type : cis

Chief Executive Officer at DHL eCommerce

Bonn, North Rhine-Westphalia, Germany

Overview

Pablo Ciano is the CEO of DHL eCommerce and a Member of the Board of Management at DHL Group, where he has worked since 2005. His expertise spans strategy, digitalization, and green logistics. He holds an MBA from the University of Virginia Darden School of Business and a Business Administration degree from Universidad de Belgrano.

Outside of his executive responsibilities, Pablo is a dedicated family man and a competitive triathlete. He is also a passionate supporter of the Argentinian national football team, which he proudly calls the best team in the world after his own team at DHL.

He has co-authored several business case studies, including an analysis of the acquisition of YPF S. A. by Repsol.

Personality Overview

Friendly But Slow

ROI Driven

Curious But Skeptical

They typically tend to be late adopters even when they seem friendly and excited about what you have to sell  They are often friendly and nice, but can sometimes suprise you with their piercing questions  They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions

Topics They Care About

eCommerce Growth
Leads a division of 45, 000 specialists and frequently discusses B2B e-commerce trends, technology investments, and market expansion to drive growth and improve margins.
Global Trade
As a leader in a global logistics firm, he speaks on the resilience of global trade and the reshaping of supply chains to meet evolving consumer needs worldwide.
Strategic M&A
Describes his role as entrepreneurial, with a focus on an active M&A pipeline, highlighted by the recent acquisition and integration of Turkish delivery company MNG Kargo.

Media Appearances

Unpacking Success Podcast – eCommerce (featuring Pablo Ciano). Featured in DHL eCommerce (global microsite)

See Now

DHL eCommerce CEO on Outpacing Global Growth. Featured in Apple Podcasts

See Now

DHL eCommerce Announces New CEO for the Americas. Featured in DHL Press Release

See Now

Work History

8-2022
Chief Executive Officer at DHL eCommerce
8-2022
Member of the Board of Management at DHL Group
1-2018 - 7-2022
Executive Vice President Corporate Development at DHL Group
1-2016 - 1-2018
Managing Director, DHL Express Central and South America at DHL Express
1-2012 - 1-2018
Chief Information Officer, DHL Express Americas at DHL Express

Education

1998 - 2000
Education details unavailable from University of Virginia Darden School of Business
1986 - 1991
Education details unavailable from Universidad de Belgrano

More Information

Social Presence :

Prographics :

Exp : 18 Location : Bonn, North Rhine-Westphalia, Germany Job Level : Leadership Designation : Chief Executive Officer at DHL eCommerce
URL has been copied!

Insights For Selling To Pablo

During A Call Or A Meeting

DO's

  • Ask them questions to understand their needs better while staying affable
  • Focus on immediate action-items rather than the larger goals
  • Help them realize that there is no personal risk in making this decision

DONT's

  • Don't ask them to move fast, let them take their time and digest all the information
  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Pablo is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Pablo

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Pablo move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Pablo take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Pablo

Personality Compatibility


More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.